Business Development Manager (Airport OR Airline experience)
Salary undisclosed
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Overview
WELCOME TO SITA
We're the team that keeps airports moving, airlines flying smoothly, and borders open. Our tech and communication innovations are the secret behind the success of the world's air travel industry.
You'll find us at 95% of international hubs. We partner closely with over 2,500 transportation and government clients, each with their own unique needs and challenges. Our goal is to find fresh solutions and cutting-edge tech to make their operations run like clockwork. Want to be a part of something big?
Are you ready to love your job? The adventure begins right here, with you, at SITA.
PURPOSE
The Business Development Manager is responsible for collaborating with Sales representatives within their designated Territory or Market Segment to foster new business growth and enhance client satisfaction. This role encompasses the following Business Lines: Communications and Infrastructure; Baggage Management; Airport Operations; and Passenger Operations. The Business Development Manager is expected to possess expertise in ATI and technology subject matter, as well as business acumen to effectively execute the role’s responsibilities. In conjunction with Sales Representatives, they adopt a consultative selling approach throughout the deal-building process, thereby increasing customer and sales representative awareness of offerings and enhancing their confidence and capabilities.
What Will You Do
• Work with Sales to achieve profitable sales growth in the assigned territory/customer accounts.
• Generate new leads and opportunities within assigned territory/customer accounts via upsell and cross-sell including the identification of opportunities in new buying centres.
• Grow the number and value of qualified opportunities for the assigned Business Lines. Ensure there is a strategic fit between each opportunity and SITA capabilities.
• Keep track of qualified active opportunities and manage them to closure.
• Build trusted relationships with executive buyers within customer accounts.
• Lead targeted and measurable demand creation activities for solutions within SITA Business Lines directly aligned with the attainment of defined objectives.
• Raise prospect awareness through presentation at webinars and other outreach events.
• With a view across multiple prospect interactions, suggest pricing competitive positioning and ideas for Sales to incorporate into their selling strategies.
• Accurately capture and report all aspects of account, opportunity information and forecast in Salesforce in collaboration with Sales.
• Respond to RFIs and RFPs. Serve as a source for current collateral reference, guide value statements and presentations.
• Guide bid team during proposal development and response. Ensure appropriate solution is included in customer proposals.
• Equip Sales with SITA solution positioning and suggest tactics to help win in competitive situations. Demonstrate mastery of competitors' products, strengths/weaknesses and pricing strategies.
• Provide customer needs and feedbacks to influence product development and help guide product roadmap.
• Collaborate with Product Marketing to create and share customer case studies and success stories to show case SITA offerings and business values that SITA brought to customers.
Qualifications
EXPERIENCE
• More than 5 years proven success in generating revenue growth in sales and/or business development role.
• Good understanding of airport and airline operations preferred.
• Experience in selling technology solutions to airport and airline customers preferred.
• Proven track record in business development and sale of complex solutions.
• Consistently achieving or exceeding sales targets.
• Experience in managing culturally diverse stakeholders.
• Familiar with emerging trends including digital transformation.
• Track record of building client relationship at Senior Management level.
• Track record of building and implementing account development plans including assessing, analyzing and consolidating market data.
• Good negotiation, communication & presentation skills are a must.
Knowledge & Skills
PROFESSION COMPETENCIES
• Articulating key messages
• Business case planning
• Collaborative
• Competitive Capability
• Configuration/pricing/quoting systems
• Consultative Selling
• Demand creation/prospecting
• Desire for continuous improvement
• Disciplined
• Entrepreneurial mindset
• Ethics and Integrity
• Goal oriented Result oriented
• High energy
• Interpersonal skills
• Manage Time
• Marketing automation
• Negotiation
• Networking
• Opportunity management
• Pipeline/forecast management
• Presentation skills
• Problem Solving
• Proposal/RFP systems
• Sales force automation
• Self-motivated
• Social media experience
• Web conferencing/telepresence
• Writing skills
CORE COMPETENCIES
• Adhering to Principles & Values
• Communication
• Creating & Innovating
• Customer Focus
• Impact & Influence
• Leading Execution
• Results Orientation
• Teamwork
Education & Qualifications
• Bachelor's degree required Master's degree/MBA preferred
What We Offer
We're all about diversity. We operate in 200 countries and speak 60 different languages and cultures. We're really proud of our inclusive environment. Our offices are comfortable and fun places to work, and we make sure you get to work from home too. Find out what it's like to join our team and take a step closer to your best life ever.
Flex Week: Work from home up to 2 days/week (depending on your team's needs)
Flex Day: Make your workday suit your life and plans.
Flex-Location: Take up to 30 days a year to work from any location in the world.
Employee Wellbeing: We have got you covered with our Employee Assistance Program (EAP), for you and your dependents 24/7, 365 days/year. We also offer Champion Health - a personalized platform that supports a range of wellbeing needs.
Professional Development: Level up your skills with our training platforms, including LinkedIn Learning!
Competitive Benefits: Competitive benefits that make sense with both your local market and employment status.
SITA is an Equal Opportunity Employer. We value a diverse workforce. In support of our Employment Equity Program, we encourage women, aboriginal people, members of visible minorities, and/or persons with disabilities to apply and self-identify in the application process.
WELCOME TO SITA
We're the team that keeps airports moving, airlines flying smoothly, and borders open. Our tech and communication innovations are the secret behind the success of the world's air travel industry.
You'll find us at 95% of international hubs. We partner closely with over 2,500 transportation and government clients, each with their own unique needs and challenges. Our goal is to find fresh solutions and cutting-edge tech to make their operations run like clockwork. Want to be a part of something big?
Are you ready to love your job? The adventure begins right here, with you, at SITA.
PURPOSE
The Business Development Manager is responsible for collaborating with Sales representatives within their designated Territory or Market Segment to foster new business growth and enhance client satisfaction. This role encompasses the following Business Lines: Communications and Infrastructure; Baggage Management; Airport Operations; and Passenger Operations. The Business Development Manager is expected to possess expertise in ATI and technology subject matter, as well as business acumen to effectively execute the role’s responsibilities. In conjunction with Sales Representatives, they adopt a consultative selling approach throughout the deal-building process, thereby increasing customer and sales representative awareness of offerings and enhancing their confidence and capabilities.
What Will You Do
• Work with Sales to achieve profitable sales growth in the assigned territory/customer accounts.
• Generate new leads and opportunities within assigned territory/customer accounts via upsell and cross-sell including the identification of opportunities in new buying centres.
• Grow the number and value of qualified opportunities for the assigned Business Lines. Ensure there is a strategic fit between each opportunity and SITA capabilities.
• Keep track of qualified active opportunities and manage them to closure.
• Build trusted relationships with executive buyers within customer accounts.
• Lead targeted and measurable demand creation activities for solutions within SITA Business Lines directly aligned with the attainment of defined objectives.
• Raise prospect awareness through presentation at webinars and other outreach events.
• With a view across multiple prospect interactions, suggest pricing competitive positioning and ideas for Sales to incorporate into their selling strategies.
• Accurately capture and report all aspects of account, opportunity information and forecast in Salesforce in collaboration with Sales.
• Respond to RFIs and RFPs. Serve as a source for current collateral reference, guide value statements and presentations.
• Guide bid team during proposal development and response. Ensure appropriate solution is included in customer proposals.
• Equip Sales with SITA solution positioning and suggest tactics to help win in competitive situations. Demonstrate mastery of competitors' products, strengths/weaknesses and pricing strategies.
• Provide customer needs and feedbacks to influence product development and help guide product roadmap.
• Collaborate with Product Marketing to create and share customer case studies and success stories to show case SITA offerings and business values that SITA brought to customers.
Qualifications
EXPERIENCE
• More than 5 years proven success in generating revenue growth in sales and/or business development role.
• Good understanding of airport and airline operations preferred.
• Experience in selling technology solutions to airport and airline customers preferred.
• Proven track record in business development and sale of complex solutions.
• Consistently achieving or exceeding sales targets.
• Experience in managing culturally diverse stakeholders.
• Familiar with emerging trends including digital transformation.
• Track record of building client relationship at Senior Management level.
• Track record of building and implementing account development plans including assessing, analyzing and consolidating market data.
• Good negotiation, communication & presentation skills are a must.
Knowledge & Skills
PROFESSION COMPETENCIES
• Articulating key messages
• Business case planning
• Collaborative
• Competitive Capability
• Configuration/pricing/quoting systems
• Consultative Selling
• Demand creation/prospecting
• Desire for continuous improvement
• Disciplined
• Entrepreneurial mindset
• Ethics and Integrity
• Goal oriented Result oriented
• High energy
• Interpersonal skills
• Manage Time
• Marketing automation
• Negotiation
• Networking
• Opportunity management
• Pipeline/forecast management
• Presentation skills
• Problem Solving
• Proposal/RFP systems
• Sales force automation
• Self-motivated
• Social media experience
• Web conferencing/telepresence
• Writing skills
CORE COMPETENCIES
• Adhering to Principles & Values
• Communication
• Creating & Innovating
• Customer Focus
• Impact & Influence
• Leading Execution
• Results Orientation
• Teamwork
Education & Qualifications
• Bachelor's degree required Master's degree/MBA preferred
What We Offer
We're all about diversity. We operate in 200 countries and speak 60 different languages and cultures. We're really proud of our inclusive environment. Our offices are comfortable and fun places to work, and we make sure you get to work from home too. Find out what it's like to join our team and take a step closer to your best life ever.
Flex Week: Work from home up to 2 days/week (depending on your team's needs)
Flex Day: Make your workday suit your life and plans.
Flex-Location: Take up to 30 days a year to work from any location in the world.
Employee Wellbeing: We have got you covered with our Employee Assistance Program (EAP), for you and your dependents 24/7, 365 days/year. We also offer Champion Health - a personalized platform that supports a range of wellbeing needs.
Professional Development: Level up your skills with our training platforms, including LinkedIn Learning!
Competitive Benefits: Competitive benefits that make sense with both your local market and employment status.
SITA is an Equal Opportunity Employer. We value a diverse workforce. In support of our Employment Equity Program, we encourage women, aboriginal people, members of visible minorities, and/or persons with disabilities to apply and self-identify in the application process.