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Manager Industry Solutions SPEX and Advertising

I

International Air Transport Association (IATA)

8d ago

  • Job
    Full-time
    Senior Level
  • Sales & Business Development
    Marketing
  • Geneva

AI generated summary

  • You need 6+ years in aviation marketing/sales, proven target achievement, negotiation skills, strong interpersonal relationships, attention to detail, a relevant network, and SF.com skills.
  • You will execute sales strategies for event sponsorships and advertising, manage customer relationships, identify new markets, ensure revenue targets, and collaborate with teams for commercial success.

Requirements

  • Minimum of 6 years’ experience in marketing, sales and/or business development within the aviation industry.
  • Proven ability to achieve targets within a highly dynamic sales environment.
  • Experience in negotiating agreements at senior levels.
  • Strong interpersonal skills, including building sustainable and collaborative relationships with internal and external stakeholders.
  • A high level of attention to detail, excellent organisational skills and the ability to work under pressure and to tight deadlines.
  • Strong, relevant, existing network and a solid knowledge of potential local clients and aviation stakeholders; ability to work in an international, multinational and multicultural environment.
  • Ability to absorb the skills, techniques, attitudes and behaviours that are required to execute the job according to our chosen sales methodology, and the capacity to coach team members accordingly.
  • SF.com skills.

Responsibilities

  • Define and execute a sales strategy for sponsorship of IATA events which ensures delivery of the sales (new business) and revenue targets, including account management, securing extensions, as well as renewals, whilst up- and cross-selling to existing customers. Adjust the sales strategy as necessary, given a changing environment;
  • Sponsorship revenue for IATA events will cover all commercial revenues outside of event passes, being all levels of event sponsorship (including sponsorship of aspects such as meals, coffee breaks, lanyards and the like). It will also include support for the application for and receipt of any event subsidies offered that would be applicable (example – government or local subsidies);
  • Advertising revenues for IATA will cover all commercial revenues from advertising in various IATA products and services (including the entire portfolio of printed and online publications) as well as IATA branded websites;
  • Work with the Events team to establish the commercial success criteria for new IATA events, and secure the sponsorship revenue accordingly;
  • Work with the Marketing & Insights and Product teams to ensure advertising objectives of customers are achieved or exceeded;
  • Ensure customer satisfaction following sponsorship and advertising investments;
  • Ensure consistent and correct application of the chosen sales methodology and techniques (currently Sandler), as well as the usage of corporate tools;
  • Identify new markets, segments, opportunities and customers, to continuously grow the business;
  • Actively participate in the annual target exercise with Product Managers (PM), Lines of Business (LoB) and the Director Global Sales;
  • Lead and direct customer engagement and negotiations, as required;
  • Work closely with regional and local offices for each event, engaging regularly to identify and develop leads and opportunities from the local markets;
  • Ensure timely and accurate reporting using the appropriate tools and systems, whilst keeping the status of the sales pipeline up to date;
  • Work closely with the Marketing team and other sales channels on lead conversion during sales campaigns (as applicable);
  • Successfully collaborate with regional colleagues and head office LoBs, and PMs, as well as support functions;
  • Provide feedback on pricing, and functionalities to LoBs and PMs, whilst contributing to product roadmaps;
  • Support Order to Cash (OTC) and Customer Service activities;
  • Monitor commercial debts and achieve targeted bad debt levels;
  • Any other tasks and deliverables as requested by the Director of Global Sales.

FAQs

What is the employment type for this position?

The employment type for this position is permanent.

What is the primary focus of the Manager Industry Solutions SPEX and Advertising role?

The primary focus of this role is to manage the sales of sponsorship and exhibition for IATA’s portfolio of global events and conferences, as well as to oversee advertising sales for IATA's products and services.

How many years of experience are required for this position?

A minimum of 6 years of experience in marketing, sales, and/or business development within the aviation industry is required.

Are there travel requirements for this role?

Yes, travel is required for this position.

What skills are necessary for success in this role?

Necessary skills include proven ability to achieve targets, strong interpersonal skills, excellent organizational skills, attention to detail, and the ability to work under pressure and tight deadlines.

What sales methodology should the candidate be familiar with?

The candidate should be familiar with the Sandler sales methodology.

Does IATA value diversity and inclusion in its workforce?

Yes, IATA celebrates diversity and inclusion in its workforce and respects the different backgrounds, perspectives, and skills of its employees.

What benefits does IATA offer to its employees?

IATA offers flexible work arrangements, travel benefits, family-friendly policies, equal pay, a day off on your birthday, and encourages participation in volunteering activities.

What kind of interaction will the Manager have with internal teams?

The Manager will collaborate closely with the Events team, the Sales team, and other divisions responsible for each event to ensure commercial success.

Is there an emphasis on customer satisfaction in this role?

Yes, ensuring customer satisfaction following sponsorship and advertising investments is a key responsibility of this role.

I

International Air Transport Association (IATA)

Flying is the Business of Freedom #FlySafe #WeAreAviation

Transportation
Industry
1001-5000
Employees
1945
Founded Year

Mission & Purpose

IATA is an international trade organization, created over 70 years ago by a group of airlines. Today, IATA represents some 320 airlines in 120 countries 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 Willie Walsh.