JOB DESCRIPTION

Employment Type: Permanent
Contract Duration: N/A

Why you will love working here

At IATA, we represent over 350 airlines worldwide, striving to make
aviation safer, smarter, more sustainable, and inclusive.

• Our Values are not just words on a page – they are the energy behind everything we do: ONE IATA – We collaborate across teams, TRUSTED – We do the right thing, INNOVATIVE – We make tomorrow better, INCLUSIVE – We embrace diverse perspectives.
• With over 30,000 courses available, we believe in continuous learning and support your growth in an ever-changing industry.
• Diversity, equity, and inclusion are our priorities. We are certified by the Equal Salary Foundation, offering equal pay and family-friendly policies.
• We encourage community involvement through volunteering and strive to make tomorrow better for aviation and our communities. We offer time off so you can support causes important to you.
• We promote work-life balance with flexible work options, including remote and hybrid work, a generous ”work from abroad” policy, and you get your birthday off!

About the team you are joining

You will be joining the Global Direct Sales (GDS) team, a dynamic group focused on driving the growth of IATA products and services across defined customer categories and markets. As part of this team, you will work closely with colleagues regionally and globally to achieve revenue targets, develop new business opportunities, and support the sales pipeline. Team members are also product specialists for assigned portfolios and collaborate to ensure IATA solutions reach customers effectively while sharing knowledge and best practices across regions.

What your day would be like

Sales Planning and Execution:

• Plan and execute sales activities for specific products and services in coordination with the Assistant Director of Global Direct Sales.
• Meet sales and revenue targets, acquire new customers, manage accounts, secure deal extensions/renewals, and drive up-/cross-selling with existing customers.
• Adapt sales approaches as needed in a changing market environment.

Business Development & Reseller Management:

• Identify new markets, segments, opportunities, and customers to grow the business.
• Convert leads generated during sales campaigns in collaboration with Marketing and other
  sales channels.
• Develop a strategic plan for the network of publication resellers and execute it, ensuring that desired revenue goals are achieved.

Customer Engagement:

• Lead and direct customer interactions and negotiations as required.
• Represent IATA and its products/services globally, contributing to targeted customer satisfaction levels.

Collaboration & Guidance:

• Work closely with local offices, providing training and guidance on sales methodology and product portfolios.

• Engage regularly with local teams to identify and develop leads and opportunities, aiming to improve local commercial performance.

Product Expertise:

• Develop and maintain subject matter expertise for assigned products, reducing reliance on Product Managers in the sales process.
• Provide feedback on pricing, product functionalities, and contribute to product roadmaps and new product development.

Market Intelligence:

• Monitor the market, customer profiles, and competitor trends.
• Prepare sales plans for assigned target categories as part of the regional sales plan.Reporting & Administration:
• Ensure timely and accurate reporting of sales activity and pipeline status.
• Monitor commercial debts and achieve targeted bad debt levels.
• Support OTC and Customer Service activities as needed.

Other Duties:

• Perform any additional tasks requested by the Regional Head of Commercial.

We would love to hear from you if

• Proven ability to work in a sales team and achieve targets in a dynamic environment.
• Strong interpersonal skills and ability to build sustainable relationships with stakeholders.
• Ability to adopt and execute skills, techniques, and behaviours according to the chosen sales methodology (currently Sandler).
• University degree in Business Administration, Marketing, Economics, or a related discipline.
• Minimum 3-5 years’ experience in an international commercial or sales function.
• Aviation industry experience is desired but not required.
• Proficiency in MS Office (Word, Excel, PowerPoint, Outlook, Teams), MS Project, and familiarity with databases and CRM tools (e.g., Salesforce).
• Ability to work remotely at least part-time and effectively in a virtual team environment.
• Excellent oral and written communication skills in English; additional languages are an asset.

Travel Required: Y (10%)

 

Learn more about IATA’s role in the industry, our benefits, and the team at iata/careers/. We are looking forward to hearing from you!