Manager Industry Solutions SPEX and Advertising

Employment Type: PermanentContract Duration: Why you will love working hereAt IATA, we represent over 350 airlines worldwide, striving to makeaviation 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 offAbout the team you are joiningYou will report to the Head, Central Sales,and will be supporting the sales of sponsorship and exhibition (SPEX) forIATA's portfolio of global events and conferences including the AGM/WATS, WorldCargo Symposium, World Financial Symposium, World Passenger Symposium, IGHC, theWings of Change, World Safety & Operations Symposium, Aviation EnergyForums, 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 closelycollaborating with internal colleagues, particularly the Events team, the Salesteam and the Division responsible for each event. In terms of events, thisposition will be responsible for all event commercial revenues outside of theevent passes.You will also be responsible for thesales of advertising in IATA's portfolio of products and services and on theIATA-branded websites, and advertising within IATA publications.What your day would be likeDefine and execute a sales strategy forsponsorship of IATA events which ensures delivery of the sales (new business)and revenue targets, including account management, securing extensions, as wellas renewals, whilst up- and cross-selling to existing customers. Adjust thesales strategy as necessary, given a changing environment;Sponsorship revenue for IATA events willcover all commercial revenues outside of event passes, being all levels ofevent sponsorship (including sponsorship of aspects such as meals, coffeebreaks, lanyards and the like). It will also include support for theapplication for and receipt of any event subsidies offered that would beapplicable (example – government or local subsidies);Define and execute a sales strategy for advertisingrevenue for IATA to ensure delivery of the revenue targets, including accountmanagement, securing extensions, as well as renewals, whilst up- andcross-selling to existing customers. Adjust the sales strategy as necessary,given a changing environment;Advertising revenues for IATA will coverall commercial revenues from advertising in various IATA products and services(including the entire portfolio of printed and online publications) as well asIATA branded websites;Work with the Events team to establishthe commercial success criteria for new IATA events, and secure the sponsorshiprevenue accordingly;Work with the Marketing & Insightsand Product teams to ensure advertising objectives of customers are achieved orexceeded;Ensure customer satisfaction followingsponsorship and advertising investments;Ensure consistent and correctapplication 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 annualtarget exercise with Product Managers (PM), Lines of Business (LoB) and theDirector Global Sales;Lead and direct customer engagement andnegotiations, as required;Work closely with regional and localoffices for each event, engaging regularly to identify and develop leads andopportunities from the local markets;Ensure timely and accurate reportingusing the appropriate tools and systems, whilst keeping the status of the salespipeline up to date;Work closely with the Marketing team andother sales channels on lead conversion during sales campaigns (as applicable);Successfully collaborate with regionalcolleagues and head office LoBs, and PMs, as well as support functions;Provide feedback on pricing, andfunctionalities to LoBs and PMs, whilst contributing to product roadmaps;Support Order to Cash (OTC) and CustomerService activities;Monitor commercial debts and achievetargeted bad debt levels;Any other tasks and deliverables asrequested by the Director of Global Sales.We would love to hear from you ifMinimum of 6 years' experience in marketing, sales and/or businessdevelopment within the aviation industry.Proven ability to achieve targets within a highly dynamic salesenvironment.Experience in negotiating agreements at senior levels.Strong interpersonal skills, including building sustainable andcollaborative relationships with internal and external stakeholders.A high level of attention to detail, excellent organisational skills andthe ability to work under pressure and to tight deadlines.Strong, relevant, existing network and a solid knowledge of potentiallocal clients and aviation stakeholders; ability to work in an international,multinational and multicultural environment. Ability to absorb the skills, techniques, attitudes and behaviours thatare required to execute the job according to our chosen sales methodology, andthe capacity to coach team members accordingly. skills.Travel Required: YLearn more about IATA's role in the industry, our benefits, and the team at iata/careers/. We are looking forward to hearing from you