Employment Type: Permanent
Contract Duration:
At IATA, we represent over 350 airlines worldwide, striving to make
aviation safer, smarter, more sustainable, and inclusive.
• Our Values are not just words on a page - they are the energy behind everything we do: ONE IATA - We collaborate across teams, TRUSTED - We do the right thing, INNOVATIVE - We make tomorrow better, INCLUSIVE - We embrace diverse perspectives.
• With over 30,000 courses available, we believe in continuous learning and support your growth in an ever-changing industry.
• Diversity, equity, and inclusion are our priorities. We are certified by the Equal Salary Foundation, offering equal pay and family-friendly policies.
• We encourage community involvement through volunteering and strive to make tomorrow better for aviation and our communities. We offer time off so you can support causes important to you.
• We promote work-life balance with flexible work options, including remote and hybrid work, a generous 'work from abroad' policy, and you get your birthday off!
Reporting to the Regional Head of Commercial,
Africa & Middle East, the Senior Manager Industry Solutions will be
responsible for selling and promoting IATA products/services to defined
customer categories and prospects. They will be accountable for achieving the
sales (NBB) and revenue targets and developing new business opportunities for
the sales pipeline. In addition, they will become the regional product
specialist for specified IATA products/services, and at times maybe required to
support other regions.
Plan and execute sales activities for specific products and services in coordination with the Regional Head, 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)
Lead and direct customer engagement and negotiations as required
Work closely with country offices, providing training / 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
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;
Minimum 8 years' experience in an international commercial or sales function (airlines / aviation);
Aviation industry background highly desirable;
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
Ability to, at least partially, work from home and in a virtual team environment where necessary
Excellent verbal and written communication
skills in English; knowledge of additional languages would be an asset
Travel Required: Y
Learn more about IATA’s role in the industry, our benefits, and the team at iata/careers/ We are looking forward to hearing from you!
IATA is an international trade organization, created over 80 years ago by a group of airlines. IATA (International Air Transport Association) represents some 360 airlines comprising over 80% of global air traffic. The organization also represents, leads and serves the airline industry in general. IATA's Director General is Willie Walsh.
