Overview
WELCOME TO SITA
We're the team that keeps airports moving, airlines flying smoothly, and borders open. Our tech and communication innovations are the secret behind the success of the world's air travel industry.
You'll find us at 95% of international hubs. We partner closely with over 2,500 transportation and government clients, each with their own unique needs and challenges. Our goal is to find fresh solutions and cutting-edge tech to make their operations run like clockwork. Want to be a part of something big?
Are you ready to love your job? The adventure begins right here, with you, at SITA.
PURPOSE
This in an individual contributor role, the position does not involve direct people management or supervisory responsibilities. The Business Development Manager is accountable for engaging with Sales across their assigned Territory or Market Segment to achieve new business growth within the designated territory and accounts for SITA Airport Business Line (focusing on Passenger and Baggage Portfolio). They bring ATI and technology subject matter expertise and business acumen of our customers business processes. With Sales Reps they engage in a consultative selling approach throughout the course of a deal building customers' and sales reps' awareness of offerings and helping reps improve their confidence and capabilities.
Key Responsibilities
- Business growth. Work with Sales Reps to achieve profitable sales growth for the Airport Business Line. Generate new leads and opportunities within assigned existing customer accounts via upsell and cross-sell including the identification of opportunities in new buying centers. Maintain a pipeline of qualified active opportunities and manage them to close. Ensure there is a strategic fit between the opportunity and SITA capabilities.
- Highly targeted and measurable demand creation activities for a set of products within SITA Business Line directly aligned with the attainment of specific objectives in a vertical segment or a geography. Work to raise prospect awareness and consideration through presentations webinars and other outreach events.
- Drive prospecting efforts with Sales Reps. Engage with Sales Reps in high & early customer meetings to build pipeline in customer opportunity reviews and workshops and assist sales engineers with developing complex solutions to meet buyer needs.
- Pipeline acceleration and deal strategy. With Sales Reps drive the increase in the number and value of qualified sales opportunities for the Airport Business Line. Maintain a pipeline of qualified active opportunities and manage them to close. Accurately capture and report all aspects of account and opportunity information within a sales force automation (SFA) application. Accurately report on forecast/pipeline.
- Proposal development and response. Assist sales reps with active opportunities ensuring that the appropriate product or business solution is included in sales proposals. Respond to requests for information and requests for proposal. Serve as a source for current collateral reference guides value statements and presentations.
- Competitive intelligence. Arm sales reps with knowledge messaging ideas and suggested tactics to help win in competitive situations. Demonstrate mastery of competitors' products tactics strategies and pricing. Leverage the organization's existing communication and collaboration tools (e.g. Chatter Jive) to share frequently asked questions competitive intelligence and frequently used/successful content.
Qualifications
EXPERIENCE
- 3-4 years proven success in generating revenue growth in a sales and/or business development role.
- 2+ years of experience in the Air Transport Industry, preferably in the Airport domain.
- Track record of successfully selling IT and Technology solutions.
- Track record of achieving/exceeding sales targets, and winning deals (1M$+)
- Track record of successfully developing/implementing business development plans.
- Spoken languages: Native Romanian and fluency in English
- Nice to have: Russian, Serbian or Turkish.
PROFESSION COMPETENCIES
- Articulating key messages
- Collaborative
- Competitive Capability
- Consultative Selling
- Demand creation/prospecting
- Desire for continuous improvement
- Goal oriented Result oriented
- High energy
- Negotiation
- Networking
- Opportunity management
- Pipeline/forecast management
- Presentation skills
- Problem Solving
- Self-motivated
Education & Qualifications
- Bachelor's degree required Master's degree/MBA preferred
What We Offer
We're all about diversity. We operate in 200 countries and speak 60 different languages and cultures. We're really proud of our inclusive environment. Our offices are comfortable and fun places to work, and we make sure you get to work from home too. Find out what it's like to join our team and take a step closer to your best life ever.
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Flex Week: Work from home up to 2 days/week (depending on your team's needs)
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Flex Day: Make your workday suit your life and plans.
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Flex-Location: Take up to 30 days a year to work from any location in the world.
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Employee Wellbeing: We have got you covered with our Employee Assistance Program (EAP), for you and your dependents 24/7, 365 days/year. We also offer Champion Health - a personalized platform that supports a range of wellbeing needs.
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Professional Development: Level up your skills with our training platforms, including LinkedIn Learning!
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Competitive Benefits: Competitive benefits that make sense with both your local market and employment status.
SITA is an Equal Opportunity Employer. We value a diverse workforce. In support of our Employment Equity Program, we encourage women, aboriginal people, members of visible minorities, and/or persons with disabilities to apply and self-identify in the application process.