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International Air Transport Association (IATA) · 2 days ago

Senior Manager Industry Solutions

Miami, FL

Full-time

Hybrid

Senior Level

5+ years exp

The International Air Transport Association (IATA) represents over 350 airlines worldwide, focusing on making aviation safer and more sustainable. The Senior Manager Industry Solutions will be responsible for selling and promoting IATA products and services, achieving sales targets, and developing new business opportunities while serving as a regional product specialist.

AerospaceAssociationConsultingTraining

Responsibilities

Plan and execute sales activities for specific products and services in coordination with the Regional Head of Sales, meeting the sales and revenue target(s) and acquiring new customers. This will include account management, securing extensions of existing deals/renewals, and up-/cross-selling with existing customers. Adjust as necessary with a changing environment

Identify new markets, segments, opportunities, and customers to continuously grow the business, including lead conversion during campaigns

Work closely with Marketing and other sales channels on lead conversion during sales campaigns

Ensure application of the chosen sales methodology and techniques (currently Sandler) and usage of corporate tools

Lead and direct customer engagement and negotiations as required

Work closely with local offices, providing training and guidance on our sales methodology and product portfolios, engaging regularly to identify and develop leads and opportunities in the local markets. The objective is to improve local commercial performance

As a Regional Product Expert, develop and maintain subject matter expertise in the functional area of the products covered, reducing the need for product manager involvement in the sales process

Represent IATA and its P&S in the region and with regional external stakeholders, actively contributing to targeted customer satisfaction levels with IATA P&S

Monitor the market, selected customer profiles, competition trends and behaviours on behalf of the Regional Head and/or for own target category and prepare sales plan for own target category as part of the regional sales plan

Ensure timely and accurate reporting, and up to date status of sales pipeline

Successfully collaborate with regional colleagues and head office lines of business (LOBs), Product Managers (PMs), and support functions

Provide feedback on pricing, product, functionalities to LOBs and PMs, contribute to product roadmaps and new product development (NPD)

Support OTC and Customer Service activities where needed

Monitor commercial debts and achieve targeted bad debt levels

Any other tasks as requested by the Regional Head of Commercial

Qualification

Sales ManagementCustomer EngagementTravel Payment EcosystemsSales Methodology (Sandler)CRM Tools (Salesforce)MS Office SuiteMarket AnalysisBusiness AdministrationBilingual EnglishBilingual SpanishInterpersonal SkillsCommunication SkillsTeam Collaboration

Required

Minimum 5/8 years' experience in an international commercial or sales function

Proven ability to work in a sales team and to achieve targets within a highly dynamic sales environment

Strong interpersonal skills, ability to build sustainable relationships with stakeholders

Ability to absorb skills, techniques, attitudes, and behaviours that are required to execute the job according to our chosen sales methodology

University degree in business administration, marketing, economics or another relevant discipline

Excellent PC skills, particularity with MS Office Programs (Word, Excel, Power Point, Outlook, Teams) and MS Project as well as familiarity with databases and a CRM tool such as Salesforce.com

Excellent oral and written communication skills in English and Spanish; knowledge of additional languages would be is considered an asset

Ability to, at least partially, work from home and in a virtual team environment

This is not a remote position; the successful candidate will be required to work three days from the office

Preferred

Experience in travel payment ecosystems is preferred, including settlement (inside and outside BSP/CASS), reconciliation processes and payment/refund process flows between airlines and the travel industry

Aviation industry background is desired but not required