Business Development Manager, Airport IT Solutions at SITA

Job Description

PURPOSE

The Airport BDM serves as a point of accountability for business development to an assigned sub-sector and/or market and/or solution.

He/She develops new business and expands sales coverage for specific assigned sub-sector and/or market and/or solution.

Key Responsibilities

• Drive business expansion in a specified market and/or specified solutions area (in new/existing markets) for SITA Airport Sector
• Identifying key sector or market for development and profiling within a given assigned territory and qualifying tactical sales opportunities.
• Develop deep understanding of the business of emerging and existing accounts in a Geo’s and how SITA's portfolio can create a winning value proposition to address client needs
• Identify and qualify sales leads jointly with account teams
• Initiate opportunities - in collaboration with the sales team
• Manage a pipeline of business development leads
• Drive consultative led business development activities, delivering customer value propositions to grow new business (increase footprint)
• Develop strategy and tactics to attract new clients and expand business with existing accounts - in collaboration with the sales team
• Support regional, Corporate and BU marketing to articulate SITA's message for the solution/product and incorporate this message into SITA's global marketing program
• Work Closely with Business Unit bid and solution design teams to close opportunities in collaboration with the sales team

Experience

Job Qualifications

• 5+ years of experience within the ATI or equivalent sector or market
• Proven successful experience in business development
• Large Sales/sales support experience
• Experience in building client relationship at Senior Management level
• Experience in dealing, assessing, analyzing and consolidating data for market tracking
• Experience in facilitating and participating market and sector development plans.

Knowledge & Skills

• Very good understanding of Airport and Airline business
• Knowledgeable of emerging business trends in ATI
• Capable of leading a discussion with customers about their operations/business and how SITA Airports products can fit in
• Good understanding of Client's business and how offerings complement each other to create a winning value proposition to address client needs
• Good understanding of major components of financial management
• Good understanding of legal implications and of the structure of contract with Client
• Takes a proactive approach to identifying new business opportunities

PROFESSION COMPETENCIES

• Presentation Skills
• Public Speaking
• Consultative Selling
• Negotiation
• Relationship Management
• Account Development Planning
• Commercial Acumen
• Sales Process

CORE COMPETENCIES

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

Education & Qualifications

• Academic Qualification is a must
• Engineering degree is a plus
• MBA is a plus
• French, and English is a plus