Employment Type: Permanent
Contract Duration:
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
You will report to the Director Global
Sales, and will be supporting the sales of sponsorship and exhibition (SPEX)
for IATA’s portfolio of global events and conferences including the AGM/WATS, World
Cargo Symposium, World Financial Symposium, World Passenger Symposium, IGHC, the
Wings of Change, World Safety & Operations Symposium, Aviation Energy
Forums, Legal Symposium, Slot Conferences and more. The role will require,
conducting commercial negotiations, applying account management skills,
overseeing the usage of corporate tools and reporting, and closely
collaborating with internal colleagues, particularly the Events team, the Sales
team and the Division responsible for each event. In terms of events, this
position will be responsible for all event commercial revenues outside of the
event passes.
You will also be responsible for the
sales of advertising in IATA’s portfolio of products and services and on the
IATA-branded websites, and advertising within IATA publications.
What your day would be like
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.
We would love to hear from you if
- 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.
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!
