Senior Manager Industry Solutions

Leads sales and commercial growth for IATA products and services across Africa and the Middle East. The manager develops accounts, pipeline opportunities and regional product expertise, drives customer engagement and negotiations, supports country offices and sales campaigns, and uses market, pricing and customer intelligence to improve commercial performance and product development.

• Plan and execute sales activities to meet product, service, revenue and new-customer targets
• Manage accounts, renewals, extensions and up-selling and cross-selling with existing customers
• Identify markets, segments, prospects and leads to grow the sales pipeline
• Apply Sandler sales methodology and lead customer engagements and negotiations
• Train and guide country offices on sales methodology and product portfolios
• Develop regional product expertise and represent IATA with external stakeholders
• Monitor customer profiles, competition trends and market behaviour and prepare sales plans
• Report sales-pipeline status and provide product, pricing and functionality feedback for roadmaps and development

• University degree in business administration, marketing, economics or a related discipline
• At least eight years of experience in an international commercial or sales function in airlines or aviation
• Proven ability to achieve targets in a dynamic sales environment
• Excellent English verbal and written communication skills
• Excellent PC skills with Microsoft Office, Microsoft Project, databases and CRM tools

• Aviation-industry background
• Knowledge of additional languages

• Sales Strategy
• Account Management
• Business Development
• Lead Conversion
• Customer Negotiation
• Market Analysis
• Sales Pipeline Management
• Product Positioning
• Commercial Debt Management
• Customer Engagement

• Sandler
• Microsoft Word
• Microsoft Excel
• PowerPoint
• Outlook
• Microsoft Teams
• Microsoft Project
• Salesforce

• Travel required
• May work partially from home and in a virtual team environment where necessary