Business Development Manager, Romania & Balkans

at  SITA Switzerland Sarl

EXPERIENCE

• 3-4 years proven success in generating revenue growth in a sales and/or business development role.
• 2+ years of experience in the Air Transport Industry, preferably in the Airport domain.
• Track record of successfully selling IT and Technology solutions.
• Track record of achieving/exceeding sales targets, and winning deals (1M$+)
• Track record of successfully developing/implementing business development plans.
• Spoken languages: Native Romanian and fluency in English
• Nice to have: Russian, Serbian or Turkish.

EDUCATION & QUALIFICATIONS

• Bachelor’s degree required Master’s degree/MBA preferred

PURPOSE

This in an individual contributor role, the position does not involve direct people management or supervisory responsibilities. The Business Development Manager is accountable for engaging with Sales across their assigned Territory or Market Segment to achieve new business growth within the designated territory and accounts for SITA Airport Business Line (focusing on Passenger and Baggage Portfolio). They bring ATI and technology subject matter expertise and business acumen of our customers business processes. With Sales Reps they engage in a consultative selling approach throughout the course of a deal building customers’ and sales reps’ awareness of offerings and helping reps improve their confidence and capabilities.

KEY RESPONSIBILITIES

• Business growth. Work with Sales Reps to achieve profitable sales growth for the Airport Business Line. 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 manage them to close. Ensure there is a strategic fit between the opportunity and SITA capabilities.
• Highly targeted and measurable demand creation activities for a set of products within SITA Business Line directly aligned with the attainment of specific objectives in a vertical segment or a geography. Work to raise prospect awareness and consideration through presentations webinars and other outreach events.
• Drive prospecting efforts with Sales Reps. Engage with Sales Reps in high & early customer meetings to build pipeline in customer opportunity reviews and workshops and assist sales engineers with developing complex solutions to meet buyer needs.
• Pipeline acceleration and deal strategy. With Sales Reps drive the increase in the number and value of qualified sales opportunities for the Airport Business Line. Maintain a pipeline of qualified active opportunities and manage them to close. Accurately capture and report all aspects of account and opportunity information within a sales force automation (SFA) application. Accurately report on forecast/pipeline.
• Proposal development and response. Assist sales reps with active opportunities ensuring that the appropriate product or business solution is included in sales proposals. Respond to requests for information and requests for proposal. 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’ products tactics strategies and pricing. Leverage the organization’s existing communication and collaboration tools (e.g. Chatter Jive) to share frequently asked questions competitive intelligence and frequently used/successful content.
  Qualifications: