Business Development Senior Manager

2 weeks ago

المملكة العربية السعودية, Saudi Arabia SITA Full time

Business Development Senior Manager-36302

**Profession**

Business Development

**Work Location**

Middle East, India & Africa-Saudi Arabia-Jeddah

**Schedule**

Full-time

Description

As a Senior Business Development Manager, you will be responsible for growing the SITA Airports & Airlines Business across the Kingdom of Saudi Arabia. You will be accountable for creating a new business pipeline for Airlines & Airports and aligning with sales directors on the strategy for respective accounts.

Reporting to the Airports & Airlines Business Development Director for the Middle East and Africa, you will be a part of the MEA Business Development Team responsible for developing and growing the SITA business across ME&A.

The** Business Development Senior Manager** is accountable for engaging with Customers and Sales across the Kingdom of Saudi Arabia to secure a healthy sales pipeline with Airports & Airlines, achieve retention revenue, new business growth, and client satisfaction goals within the designated territory and accounts for one or more SITA Business Lines*.

SITA Business Lines: Passenger Operations; Communications & Infrastructure; Baggage Management; Airport Operations; Data Exchange.

At SITA, we are meeting the new needs of travel...today Are you ready to join us?

**What will you do**
- Business growth. Work with Sales Reps to achieve profitable sales growth in the assigned Business Lines. 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 closely follow up on them to close. Ensure there is a strategic fit between the opportunity and SITA capabilities.
- Executive relationships. Increase the number and frequency of interactions with key customers and industry personnel, especially executive buyers, decision-makers, business partners, and industry associations.
- Highly targeted and measurable demand-creation activities for all Airports & airline products within SITA Business Areas/Lines directly aligned with the attainment of specific objectives for the Kingdom of Saudi Arabia. Work to raise prospect awareness and consideration through presentations webinars and other outreach events.
- Create a Kingdom-wide business development plan, aligned with the Sales Reps, and aligned with the GEO management vision and long-term strategy. Maintain and keep this plan on the right track.
- Drive prospecting efforts with Sales Reps. Engage with Sales Reps in high & early customer meetings to build a pipeline in customer opportunity reviews and workshops and assist sales engineers with developing complex solutions to meet buyer needs.
- You will be responsible for accurately reporting on forecast/pipeline and improving that accuracy with close coordination with Sales Reps.
- Assist Sales Reps and pre-sales personnel, with active opportunities ensuring that the appropriate product or business solution is included, and tailored to the customer’s requirement, in proposals. Respond to requests for information. 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' product tactics strategies and pricing. Leverage the organization's existing communication and collaboration tools to share “frequently asked questions” competitive intelligence and frequently used/successful content.
- Objection response: Capture and communicate common buyer objections and outline the ideal responses to frequently asked customer questions. helping reduce unproductive sales engagements strengthen field marketing outbound messages and influence product development to create future offerings. Provide assistance on specific nuances of product features or customer experiences.
- Customer success stories. In collaboration with product marketing product management and/or sales, enablement develops and communicates customer case studies or other success stories by showing where and how the product or solution was implemented and the commercial value SITA brought to the customer.
- Adapting value propositions, case studies, or ROI examples to prospects' needs reduces the amount of time each Sales Rep must spend on creating messages and improves the relevance and quality of interactions during each phase of the sales cycle.
- Attending ATI-related conferences and exhibitions, networking with customers, and promoting SITA services and solutions.

**Qualifications**:
**Who you are**
- 7+ years of proven success in generating revenue growth in a sales and/or business development role
- 5+ years of relevant air transport industry and/or market segment experience
- Track record of achieving/exceeding sales targets
- Track record of building client relationship

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