Manager Industry Solutions - Training

Employment Type: Fixed Term Contract

Contract Duration: 18 months

At IATA, we speak for the airlines of the world, serving and supporting over 300 of them across all continents. We are passionate and knowledgeable about the aviation industry, and we strive to make it safer, smarter, more sustainable and more inclusive. We celebrate diversity and inclusion in our workforce, and we respect and value the different backgrounds, perspectives and skills of our employees. We also care about our employees' wellbeing, and we provide flexible work arrangements, travel benefits, family-friendly policies, equal pay and a day off on your birthday. We believe in giving back to the community and encourage our staff to participate in volunteering activities that support causes they care about. We encourage you to join our global community of aviation enthusiasts, and we will do our best to make you feel comfortable during the interview process. IATA is more than a trade association; it is a vision of a better future for air travel.

About the team you are joining

Reporting to the Regional Head of Sales - The Americas, the successful candidate will be responsible for promoting and selling IATA's Training Partner Services to defined customer categories and prospects. The successful candidate will be accountable for achieving the established revenue targets and developing new business opportunities for the IATA sales pipeline. In addition, the successful candidate will work closely with their IATA training sales colleagues in The Americas and in other IATA Regions.

What your day would be like

• Plan and execute sales activities for IATA Training partner products in coordination with the Regional Head of Sales, meeting the 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 across the Americas' Region, opportunities, and customers to continuously grow the business, including lead conversion during campaigns.

• Work closely with IATA's Marketing Team 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 the local field offices and regional teams across the Americas Region to improve local commercial performance.

• Develop and maintain subject matter expertise in IATA Training, 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 in Salesforce.com platforms.

• 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.

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 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 5 years' direct sales experience in an international commercial or sales function, for both Business to Business (B2B) and Business to Consumer (B2C) customers.

• 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; knowledge of additional languages would be an asset (i.e., Portuguese, Spanish).

• This is a full-time project position that will run for 18 months with the possibility of becoming a permanent role.

• The position is domiciled in Miami, Florida; therefore, the successful candidate will be required to work out the Miami / South Florida area.

• IATA will prioritize applicants who can lawfully work in the U.S. without the need for immigration sponsorship.

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!