Manager Industry Solutions SPEX and Advertising

Employment Type: Permanent

Contract Duration
Why you will love working here
At IATA, we represent over 350 airlines worldwide, striving to make aviation safer, smarter, more sustainable, and inclusive.

• Our Values are not just words on a page - they are the energy behind everything we do: ONE IATA - We collaborate across teams, TRUSTED - We do the right thing, INNOVATIVE - We make tomorrow better, INCLUSIVE - We embrace diverse perspectives.
• With over 30,000 courses available, we believe in continuous learning and support your growth in an ever-changing industry.
• Diversity, equity, and inclusion are our priorities. We are certified by the Equal Salary Foundation, offering equal pay and family-friendly policies.
• We encourage community involvement through volunteering and strive to make tomorrow better for aviation and our communities. We offer time off so you can support causes important to you.
• We promote work-life balance with flexible work options, including remote and hybrid work, a generous 'work from abroad' policy, and you get your birthday off

About The Team You Are Joining
You will report to the Head, Central 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);
• Define and execute a sales strategy for advertising revenue for IATA to ensure delivery of the 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;
• 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.
• 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*