Overview:
Description
The Business Development manager is responsible for selling, supporting, and promoting the ATS solution set within the Asiapac geography.- Working closely with the sales RVP’s, account management teams and the Airports & Communication Data Exchange business units, Commercial, PM and SGS teams.
- Work with and implement the Sales Strategy with the appropriate Account Manager / Account Directors (Acquisition, Qualification and successful closure of opportunities).
- Drive ATS sales opportunities within the Asiapac region through the Sales and all internal/external stakeholder teams
- Motivate the regional integrated sales force to actively sell the portfolio of the unified SITA.
- Proactively drive the sales process from a Product/Solution specialisation perspective and work with each Account Team to identify and qualify additional opportunities leveraging the full SITA’s portfolio to ensure that sales and margin targets are achieved in the Sales Region
- This Business Development role provides a highly visible and customer facing presence at all stages in the Sales Cycle.
Specific Responsibilities:
The primary role of the Senior Manager Business Development & Sales is that of the traditional ‘hunter type’ business development person. The role works closely with the airlines and the SITA Account managers in order to promote and sell our Products & Services.
In addition, the Business Development & Sales Manager needs to work closely with the entire Commercial and Marketing organization as well as all other internal and external stakeholders to understand the specifics of the market, ensure adequacy between market requirements and the products and lastly, ensure competitiveness of the proposals.
Recognizing the evolution of the way airlines and Airports are buying services, this role is more about selling complex and integrated solutions than it is about selling standalone products.
In addition, the Business Development & Sales Manager needs to work closely with the entire Commercial and Marketing organization as well as all other internal and external stakeholders to understand the specifics of the market, ensure adequacy between market requirements and the products and lastly, ensure competitiveness of the proposals.
Recognizing the evolution of the way airlines and Airports are buying services, this role is more about selling complex and integrated solutions than it is about selling standalone products.
- Developing winning sales strategies in coordination with VP Commercial and the other SFA Business Development team members for all assigned accounts.
In conjunction with the SITA Account Manager community, securing airline/airport accounts, define commercial propositions (RFP & non-solicited) and drive growth and revenues of the assigned accounts.
- Position themselves as the focal point and key support for their respective regional BU sales groups.
- Promoting the solution value propositions through appropriate engagements with target customers.
- Managing the sales from prospecting to closing, including obtaining the necessary internal approvals
- Developing and understanding the customer's requirements, business environment.
- Identifying competition and competitive actions within the assigned accounts
- Deliver annual sales and revenue targets
- To set initial plans that will ensure action on existing opportunities for New Business, Revenue and Strategic Account Plan and Relationship building.
- Liaise closely with the assigned Central Sales Development Specialist to ensure all activities and support requirements are well co-coordinated and delivered.
- To provide the regional sales team with an overview of the currently unfamiliar elements of the integrated SITA portfolio
- To support the regional sales teams in developing a framework and content for strategic level conversations on selected solutions, so as to retain or break into the newly designated account.
- Promote respective BU product Portfolio and ensure that all Account Teams consider all potential solution/product options either in responding to bids or unsolicited approaches.
- Demonstrate a high level of knowledge in solutions as well as in the related business processes (functionality, specification, technology, SLA etc.)
- Collects and provides feedback to central support for product issues and requirements
- Take part in and support the qualification process for all major bids and ensure that all potential solutions or services are analysed and qualified in the context of the customer requirements.
- Engage with the Customer at the request of the Account Manager/Director to present product/solution & qualify opportunities
Support the preparation and review of the proposal, present and explain it to the Customer- Support contract negotiations and act as BU interface during the negotiation, ensuring that the agreed solution is: in line with BU capabilities and financial expectations
- Drive the sales process from identification, qualification, R/CPAB, engagement & Sale.
- Ensure that SF is kept fully updated in close coordination with the account team for the specific products
- Support the Regional Business Approval Process (BAB)
- Support (where requested) the qualification process for all major bids to ensure that all potential solutions or services are analysed and qualified in the context of the customer requirements.
- Provide consolidated reports as required on regional sales performance.
- Develop with their assigned sales plans to address New Business and Revenue and action plans to address gaps or shortfalls.
- Liaises with Product Management for new product requirements and resolution of product issues and services.
- Evaluate and report regularly on the effectiveness (ROI) of the sales training offer and act if the business needs are not being met.
- Define the requirements/framework and coordinate the introduction of sales programs across the Regions.
Qualifications
This role requires comprehension, understanding and familiarity of the concepts involved in the below 'technical' aspects of the job.
Education
- Academic Qualification in Sales, Business, International Business or equivalent experience
- Preferred complementary training or academic qualifications in airline operations and/or digitalization
- Ideally 5 years or more in the aviation industry selling to airline customers
- Proven successful experience in Business development and sales of complex deals
- Track record of achieving / exceeding sales targets
- Proven experience in multi-country and multi-cultural organizations
- In-depth understanding of Application based selling
- Familiar with emerging trends in process re-engineering & digitalization
- Preferably knowledge of Airport Solutions – SBD/PFM/CUTE & Biometrics
- Strong negotiation, communication & presentation skills
- Strong cultural sensitivity & teamwork skills
- Native English speaker and any other language (Korean,Mandarin,Cantonese) is a strong plus
- Willingness to travel
