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Salary Overview:
Ready to redefine air travel? The journey starts here, with you at SITA.
ABOUT THE ROLE & TEAM:
WHAT YOU WILL DO:
WELCOME TO SITA
SITA is the leading specialist in air transport communications and information technology. We don’t just connect the global aviation industry, we apply decades of experience and expertise to address almost every core business, operational, baggage, and passenger process in air transport. As an organization, we cover 95% of all international air travel destinations and work with over 2,800 air transport and government customers in every corner of the globe. Immerse yourself in the dynamic world of technology while embracing our collaborative, and inclusive culture.
Ready to redefine air travel? The journey starts here, with you at SITA.
ABOUT THE ROLE & TEAM:
As Business Development Manager you will manage a team on and offshore, acting as the Head of Commercial Telecoms B2B on behalf of Heathrow Airport Limited. You will lead the business strategy and team members working on the existing portfolio of products and will grow the business with new products and services year on year up to a >10m pa business.
You will drive and shape the sales/account strategy to achieve the targeted revenue in line with the Heathrow Commercial Telecoms strategic plans and manage performance of the sales objectives both personally and across the team.
WHAT YOU WILL DO:
- Manage financial performance against Company Business Plans and undertake Revenue Reconciliation.
- Agree Commercial Product Business Plans and review performance against each.
- Review service performance for Commercial Products and ensure alignment with Project Services and Commercial Services delivery.
- Maintain performance in delivery of Commercialization Services.
- Ownership of the monthly Commercialization Review Board.
- Agree Commercialization Services Operational Manual and Innovations Roadmap.
- Accountable for Commercialization Services Monthly Report, Commercialization Innovations Roadmap Report, and Commercial product price list.
- Provide support with the management of effective operational contractual and commercial governance.
- Awareness of all activity across the business with the Supplier.
- Responsible for monitoring and ensuring delivery of continuous improvement against plan.
- Responsible for supplier consolidating performance tracking measures including scorecards, SLA performance reporting, relationship feedback, improvement plans, supplier maturity plans and cost driver modelling.
- Day to day Supplier Relationship owner.
- Provide support with the creation of future Supplier Strategies with analysis, stakeholder input and feedback to identify opportunities to improve service.
- Support the Sales Development Plan and drive implementation in line with overall strategic approach of the business.
- Protect and extend existing products and services in line with Heathrow Commercial Telecoms Business Plan. This includes both annual revenues as well as continued improvements in customer engagement processes via both the onshore and offshore account team.
- Be personally responsible for a number of large accounts, annual revenue and overall customer satisfaction and relationships.
- Own the monthly reporting of key performance metrics related to Commercial Telecoms sales and accounts.
- Act as single point of contact for escalations from sales team members.
- Support account team members towards promoting value and benefit of Commercial Telecoms solutions and portfolio.
- Manage, coach and mentor the account team towards a stable growth and high level of customer loyalty.
- Contribute to the team’s overall innovation agenda with constructive ideas and solutions.
- Lead the Marketing and Product managers activities of the overall team.
- The role will require extensive relationships and understanding of Heathrow and SITA process owners and key stakeholders.
EXPERIENCE:
- Bachelor’s degree
- +5 years of experience in generating revenue growth in a sales and/or Business Development role.
- +3 years of relevant industry and/or market segment experience.
- Track record of achieving/exceeding sales targets.
- Track record of building client relationship at Senior Management level.
- Track record of building and implementing Business Development plans, assessing analyzing tracking & consolidating market data.
- Full understanding of sales and business methodology.
- Ability to clarify business requirements and offer appropriate and relevant options/solutions.
- Excellent stakeholder and communication skills, both verbal and written.
- Managerial skills including collaborative team building and problem solving.
- Verbal and written English skills are a must.
NICE-TO-HAVE:
- +3 years of relevant product experience.
- Tele prospecting background.
- Previous marketing experience.
- Knowledge of the aviation industry and Heathrow’s operating model.
- Master's degree/MBA.
WHAT WE OFFER:
SITA’s workplace is all about diversity, many different countries and cultures are represented in our workforce. We collaborate in our impressive offices, embracing a hybrid work format. As part of our global benefits, we offer:
Flex-week: Work from home up to 2 days/week (depending on your Team's needs).
- Flex-day: You may wish to flex your arrival time at the office, to beat the rush hours or you may want to leave the office earlier to pick up your kids from school or to go to your favorite game: We support you in being open about your needs and routine with you manager.
Flex-location: Benefit for 26 working days from anywhere around the world each year!
Competitive benefits according to the local market
SITA is an Equal Opportunity Employer and values a diverse workforce. In support of our Employment Equity Program, women, aboriginal people, members of visible minorities, and/or persons with disabilities are encouraged to apply and self-identify in the application process.
