Business Development Manager (Airport OR Airline experience)
- Manila City, Metro Manila
- Permanent
- Full-time
- Work with Sales to achieve profitable sales growth in the assigned territory/customer accounts.
- Generate new leads and opportunities within assigned territory/customer accounts via upsell and cross-sell including the identification of opportunities in new buying centres.
- Grow the number and value of qualified opportunities for the assigned Business Lines. Ensure there is a strategic fit between each opportunity and SITA capabilities.
- Keep track of qualified active opportunities and manage them to closure.
- Build trusted relationships with executive buyers within customer accounts.
- Lead targeted and measurable demand creation activities for solutions within SITA Business Lines directly aligned with the attainment of defined objectives.
- Raise prospect awareness through presentation at webinars and other outreach events.
- With a view across multiple prospect interactions, suggest pricing competitive positioning and ideas for Sales to incorporate into their selling strategies.
- Accurately capture and report all aspects of account, opportunity information and forecast in Salesforce in collaboration with Sales.
- Respond to RFIs and RFPs. Serve as a source for current collateral reference, guide value statements and presentations.
- Guide bid team during proposal development and response. Ensure appropriate solution is included in customer proposals.
- Equip Sales with SITA solution positioning and suggest tactics to help win in competitive situations. Demonstrate mastery of competitors' products, strengths/weaknesses and pricing strategies.
- Provide customer needs and feedbacks to influence product development and help guide product roadmap.
- Collaborate with Product Marketing to create and share customer case studies and success stories to show case SITA offerings and business values that SITA brought to customers.
- More than 5 years proven success in generating revenue growth in sales and/or business development role.
- Good understanding of airport and airline operations preferred.
- Experience in selling technology solutions to airport and airline customers preferred.
- Proven track record in business development and sale of complex solutions.
- Consistently achieving or exceeding sales targets.
- Experience in managing culturally diverse stakeholders.
- Familiar with emerging trends including digital transformation.
- Track record of building client relationship at Senior Management level.
- Track record of building and implementing account development plans including assessing, analyzing and consolidating market data.
- Good negotiation, communication & presentation skills are a must.
- Articulating key messages
- Business case planning
- Collaborative
- Competitive Capability
- Configuration/pricing/quoting systems
- Consultative Selling
- Demand creation/prospecting
- Desire for continuous improvement
- Disciplined
- Entrepreneurial mindset
- Ethics and Integrity
- Goal oriented Result oriented
- High energy
- Interpersonal skills
- Manage Time
- Marketing automation
- Negotiation
- Networking
- Opportunity management
- Pipeline/forecast management
- Presentation skills
- Problem Solving
- Proposal/RFP systems
- Sales force automation
- Self-motivated
- Social media experience
- Web conferencing/telepresence
- Writing skills
- Adhering to Principles & Values
- Communication
- Creating & Innovating
- Customer Focus
- Impact & Influence
- Leading Execution
- Results Orientation
- Teamwork
- Bachelor's degree required Master's degree/MBA preferred