Senior Manager Industry Solutions at International Air Transport Association IATA in Nairobi, Kenya

    International Air Transport Association IATA logo

    Senior Manager Industry Solutions

    International Air Transport Association IATANairobi, Kenya

    Posted

    1 week ago

    Apply by

    26 Aug

    Full Time
    On Site
    Senior
    Logistics & Transportation
    Sales

    Build your CV in minutes! Tailored for the Kenyan job market.

    Build My CV

    Job Description

    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.

    Key Responsibilities

    • Plan and execute sales activities for specific products and services in coordination with the Regional Head, meeting the sales and revenue targets 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.

    Required Qualifications

    • 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.

    Job Details

    Job Function

    Sales

    Minimum Experience

    8 years

    Education Level

    Bachelor’s Degree

    Area of Study

    Business

    Field of Study

    Business Administration

    Languages

    English

    Additional Information

    How to Apply: Send your application to careers@iata.org or visit the application link provided on this page to submit your application.

    Master the Sandler Sales Methodology

    This role hinges on your ability to sell IATA's solutions to airlines and aviation stakeholders. Hiring managers will probe how you've used structured sales methodologies to close deals and grow revenue in complex B2B environments.

    1. Showcase your sales track record: Quantify your achievements with numbers—revenue growth, target attainment, and pipeline development. For example, "grew regional sales by 20% year-over-year" is more compelling than "exceeded targets."

    2. Demonstrate stakeholder management: Highlight experiences where you built long-term relationships with C-level executives and cross-functional teams. Mention specific instances where you influenced decision-makers and navigated complex organizational structures.

    3. Prepare for product expertise questions: Expect deep dives into how you've become a subject matter expert in a product line. Be ready to discuss how you've reduced reliance on product managers and provided market feedback to shape roadmaps.

    4. Emphasize your adaptability: The role requires adjusting to a changing environment. Share examples of how you've pivoted strategies in response to market shifts or competitive pressures.

    5. Align with IATA's mission: Understand IATA's role in the aviation industry and articulate how your sales approach supports their goals. Mention any familiarity with aviation regulations or industry trends.

    6. Highlight your training and coaching skills: Since you'll train country offices, provide examples of how you've mentored or guided teams to improve sales performance. This shows you can multiply your impact.

    7. Be ready to discuss your sales planning process: Walk through how you create sales plans, set targets, and monitor pipelines. Use a specific example to illustrate your methodology.

    8. Show your collaborative spirit: Emphasize your ability to work with marketing, product managers, and support functions. Provide instances where cross-functional collaboration led to successful outcomes.

    CareerSasa Safety Alert: Never pay employers or agencies for interviews, training, or job placement. Does a job request payment? Report it immediately using the "Flag" button. While CareerSasa vets job postings thoroughly, always verify opportunities independently.
    Share this job:

    Boost Your Application Success

    1. 1

      Expert CV help that gets you noticed. Build Your CV

    2. 2

      A personalized cover letter for this role. Write Cover Letter

    3. 3

      Attract recruiters with a stronger profile. Boost LinkedIn

    Tags

    sales
    business development
    account management
    aviation
    IATA