Background information about the job or company (e.g., role context, company overview)

IATA is an international trade body, created over 70 years ago by a group of airlines. Today, IATA represents some 265 airlines comprising 83% of total air traffic. The organization also represents, leads and serves the airline industry in general. IATA's Director General and CEO is Tony Tyler.

Responsibilities or duties

Plan and execute sales activities for specific products and services in coordination with the Regional Head of Commercial, 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 use of corporate tools including but not limited to CRM / BI

Lead and direct end to end customer engagement and negotiations as required

Work closely with local country 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 global product owners in the sales process.

Represent IATA and the commercial products & services division 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 of Commercial and/or for own target category and prepare sales plan for own target category as part of the overall regional sales plan for Africa & Middle East

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) discussions

Support Customer Service activities where needed

Monitor commercial debt and achieve targeted bad debt levels

Any other tasks as requested by the Regional Head of Commercial

Qualifications or requirements (e.g., education, skills)

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

Strong interpersonal skills, ability to build credible & sustainable relationships with stakeholders at all levels including but not limited to C-Suite.

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

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

Excellent oral and written communication skills in English and French. Knowledge of additional languages would be an asset.

Experience needed

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

Aviation industry background required

Any other provided details (e.g., benefits, work environment, team info, or additional notes)

Flexible to travel across the region and when required globally, sometimes at short notice

• Plan and execute sales activities for specific products and services in coordination with the Regional Head of Commercial, 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 use of corporate tools including but not limited to CRM / BI
• Lead and direct end to end customer engagement and negotiations as required
• Work closely with local country 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 global product owners in the sales process.
• Represent IATA and the commercial products & services division 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 of Commercial and/or for own target category and prepare sales plan for own target category as part of the overall regional sales plan for Africa & Middle East
• 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) discussions
• Support Customer Service activities where needed
• Monitor commercial debt and achieve targeted bad debt levels
• Any other tasks as requested by the Regional Head of Commercial

• Proven ability to work in a sales team and to achieve targets within a highly dynamic sales environment
• Strong interpersonal skills, ability to build credible & sustainable relationships with stakeholders at all levels including but not limited to C-Suite
• Ability to absorb skills, techniques, attitudes, and behaviours that are required to execute the job according to our chosen sales methodology
• 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 and French

• University degree in Business administration, Marketing, Economics, or another relevant discipline
• Minimum of 8 years' experience in an international commercial or sales function
• Aviation industry background required