About the team you are joining

Reporting to the Head Central Sales, the Assistant Manager Industry Solutions - Central Sales will be responsible for selling and promoting selected IATA products/services to defined customer categories and prospects on a global basis. They will be accountable for achieving the sales (NBB - new business bookings), revenue targets and developing new business opportunities to grow the sales pipeline. In addition, they will work closely with the regional sale teams to ensure leads are covered from all regions.

The initial list of products for this team is below, but this will always be subject to change:

• TTBS
• Mileage
• GDP
• I-ASC
• NPD (to be defined annually and outside SIP)

What your day would be like

• Plan and execute sales activities for IATA service and products in coordination with Head Central Sales. Will work across all IATA regions, meeting the global sales (NBB) and revenue targets. This will include account management, securing extensions of existing deals/renewals, and up-/cross-selling with existing customers.
• 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 regional and local offices to sell the product portfolio.
• As Sales Product Expert, develop and maintain subject matter expertise in sales , reducing the need for product manager involvement in the sales process. Will need to work closely with the relevant Product Managers.
• Represent IATA and CPnS, actively contributing to targeted customer satisfaction levels with IATA CPnS
• Monitor the market, selected customer profiles, competition trends and behaviours on behalf of product Manager.
• Prepare sales plans for own product categories as part of the global 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 Director Global Sales.

We would love to hear from you if

• You have proven ability to work in a sales team and to achieve targets within a highly dynamic 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 5 years' experience in an international commercial or sales function.
• Aviation industry background is desired but not required.
• 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.
• Excellent oral and written communication skills in English.
• Ability to fluently speak Mandarin. The Assistant manager will have to effectively communicate and support clients in China. Knowledge of Mandarin is therefore essential.