Job Description

As Senior Business Development Manager- Airlines/Cockpit, you will further expand, develop, and grow SITA's presence and market share in the Middle East & Africa market in 2022 and beyond. You will be accountable for working 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.

Reporting to the VP Commercial Middle East & Africa, you will be a part of the Aircraft Commercial MEA Team responsible for helping airlines realize the full potential of the connected aircraft

The world is changing. Are you ready to define the future of travel with us?

What You Will Do

• 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 the competitiveness of the proposals.
• Recognizing the evolution of the way airlines and OEM’s are buying services, this role is more about selling complex and integrated innovative 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 accounts, define commercial propositions (RFP & non-solicited) and drive growth and revenues of the assigned accounts.
• Promoting the SFA 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

Who You Are

• You have academic Qualification in Sales, Business, International Business or equivalent experience
• Having complementary training or academic qualifications in airline operations and/or digitalization would be a great advantage.
• You have ideally 5 years or more of experience in the aviation industry selling to airline customers – specifically to Flight Operations
• You have proven successful experience in Business development and sales of complex deals with track record of achieving / exceeding sales targets.
• You have an existing network of relationships with UK and European airlines at management level
• You have proven experience in multi-country and multi-cultural organizations
• You possess in-depth understanding of Application based selling
• Familiar with emerging trends in process re-engineering & digitalization
• Having the knowledge of aircraft communications (ACARS) via VHF / Satellites and cockpit applications would be a great advantage.
• Having any pilot experience will be a big advantage
• You have a passion for innovative solutions for a safer, more efficient and more sustainable aviation
• You have strong negotiation, communication & presentation skills.
• You have strong cultural sensitivity & teamwork skills
• You are a native English speaker and an you speak any additional language (Spanish / French / German / Arabic) is a strong plus
• You have the willingness to travel extensively

Skills Required

• Sales