Business Development Senior Manager
3d ago


The Solution Specialist, Senior Managerserves as a single point of accountability for a number of Airport Operations salesopportunities across all SITA’s geographic areas (global role)

She / Hedevelops new business andexpands sales coverage for emerging and existing accounts specific to a regionor assigned territory in close collaboration with the respective SITA GeographicAccount Management Team.

He / She supports relationshipdevelopment with clients at all possible levels and ensures along with theregional sales management team customer loyalty and satisfaction.


  • 7+ years solid experience, preferablywithin the Air Transport Industry (ATI) or equivalent sector or market
  • Subject matter expert in Airport Operational system andespecially Airport Collaborative Decision Making (A-CDM)
  • Business analysis and business process engineeringexperiences
  • oSubjectmatter expertise in airport operations on the airside

    oCustomerrequirements definition

    oBusinessprocess consultation

  • Product presentations and demonstrations experiences
  • International airport experiences
  • Lean production’ or operations research’ background
  • Support and subject matter expertise during project delivery
  • Proven successful experience in businessdevelopment and sales of at least US$5m
  • Pre-sales support pre-sales presentations and productdemonstrations to customers
  • Revenue growth and business development
  • Customer service experience whendealing with large number of accounts
  • Substantial experience in managingsales for small to medium accounts
  • Experience in facilitating andparticipating in account development plans
  • Client relationship at all managementlevels.

  • Very good understanding of the Airportand Airline businesses
  • Familiar with the differences inbusiness models of client's competitors
  • Knowledgeable of emerging businesstrends in ATI
  • Good understanding of Client's businessand how offerings complement each other to create a winning value propositionto address client needs
  • Strong knowledge and experience withmost of the products / services offerings across SITA’s portfolio of products.
  • Good knowledge of Account Planmethodology
  • Strong knowledge of using salesprocesses and opportunity management
  • Knowledge of Miller Heiman methodologyis a plus
  • Good understanding of major componentsof financial management
  • Takes a proactive approach toidentifying new business opportunities
  • Is comfortable with networking and coldcalling to find new prospects
  • Priorities on prospecting to expandcustomer base for new opportunities

  • Account Development Planning
  • Commercial Acumen
  • Consultative Selling
  • Negotiation
  • Relationship Management
  • Results Orientation

  • Adhering to Principles & Values
  • Communication
  • Creating & Innovating
  • Customer Focus
  • Impact & Influence
  • Leading Execution
  • Teamwork

  • AcademicQualification or equivalent business experience.
  • Job Posting

    Aug 6, 2018, 4 : 36 : 38 AM

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