Employment Type: PermanentContract Duration: 

Why you will love working hereAt 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
Reporting to the Regional Head of Commercial,
Africa & Middle East, the Senior Manager Industry Solutions will be
responsible for selling and promoting IATA products/services to defined
customer categories and prospects. They will be accountable for achieving the
sales (NBB) and revenue targets and developing new business opportunities for
the sales pipeline.  In addition, they will become the regional product
specialist for specified IATA products/services, and at times maybe required to
support other regions.

What your day would be like
Plan and execute sales activities for specific products and services in coordination with the Regional Head, meeting the sales and revenue target(s) and acquiring new customers.  This will include account management, securing extensions of existing deals/renewals, and up-/cross-selling with existing customers. Adjust as necessary with a changing environment. Identify new markets, segments, opportunities, and customers to continuously grow the business, including lead conversion during campaigns. Work closely with Marketing and other sales channels on lead conversion during sales campaigns Ensure application of the chosen sales methodology and techniques (currently Sandler) Lead and direct customer engagement and negotiations as required Work closely with country offices, providing training / guidance on our sales methodology and product portfolios, engaging regularly to identify and develop leads and opportunities in the local markets. The objective is to improve local commercial performance. As a Regional Product Expert, develop and maintain subject matter expertise in the functional area of the products covered, reducing the need for product manager involvement in the sales process. Represent IATA and its P&S in the region and with regional external stakeholders, actively contributing to targeted customer satisfaction levels with IATA P&S Monitor the market, selected customer profiles, competition trends and behaviours on behalf of the Regional Head and/or for own target category and prepare sales plan for own target category as part of the regional sales plan Ensure timely and accurate reporting, and up to date status of sales pipeline Successfully collaborate with regional colleagues and head office lines of business (LOBs), Product Managers (PMs), and support functions Provide feedback on pricing, product, functionalities to LOBs and PMs, contribute to product roadmaps and new product development (NPD) Support OTC and Customer Service activities where needed Monitor commercial debts and achieve targeted bad debt levels Any other tasks as requested by the Regional Head

We would love to hear from you if
Proven ability to work in a sales team and to achieve targets within a highly dynamic sales environment; Strong interpersonal skills, ability to build sustainable relationships with stakeholders Ability to absorb skills, techniques, attitudes, and behaviours that are required to execute the job according to our chosen sales methodology University degree in business administration, marketing, economics or another relevant discipline; Minimum 8 years' experience in an international commercial or sales function (airlines / aviation); Aviation industry background highly desirable; Excellent PC skills, particularity with MS Office Programs (Word, Excel, Power Point, Outlook, Teams) and MS Project as well as familiarity with databases and a CRM tool such as Salesforce.com Ability to, at least partially, work from home and in a virtual team environment where necessaryExcellent verbal and written communication
skills in English; knowledge of additional languages would be an asset


Travel Required: Y



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!
 more

What your day would be like


Plan and execute sales activities for specific products and services in coordination with the Regional Head of Commercial, meeting the sales and revenue target(s) and acquiring new customers. This will include account management, securing extensions of existing deals/renewals, and up-/cross-selling with existing customers. Adjust as necessary with a changing... environment.
Identify new markets, segments, opportunities, and customers to continuously grow the business, including lead conversion during campaigns.
Work closely with Marketing and other sales channels on lead conversion during sales campaigns
Ensure application of the chosen sales methodology and techniques (currently Sandler) and use of corporate tools including but not limited to CRM / BI
 Lead and direct end to end customer engagement and negotiations as required
Work closely with local country offices, providing training and guidance on our sales methodology and product portfolios, engaging regularly to identify and develop leads and opportunities in the local markets. The objective is to improve local commercial performance.
As a Regional Product Expert, develop and maintain subject matter expertise in the functional area of the products covered, reducing the need for global product owners in the sales process.
Represent IATA and the commercial products & services division in the region and with regional external stakeholders, actively contributing to targeted customer satisfaction levels with IATA P&S
Monitor the market, selected customer profiles, competition trends and behaviours on behalf of the Regional Head of Commercial and/or for own target category and prepare sales plan for own target category as part of the overall regional sales plan for Africa & Middle East
Ensure timely and accurate reporting, and up to date status of sales pipeline
Successfully collaborate with regional colleagues and head office lines of business (LOBs), Product Managers (PMs), and support functions
Provide feedback on pricing, product, functionalities to LOBs and PMs, contribute to product roadmaps and new product development (NPD) discussions
Support Customer Service activities where needed
Monitor commercial debt and achieve targeted bad debt levels
Any other tasks as requested by the Regional Head of Commercial
The contract will end on  1 March 2026 .


We would love to hear from you if


Proven ability to work in a sales team and to achieve targets within a highly dynamic sales environment;
Strong interpersonal skills, ability to build credible & sustainable relationships with stakeholders at all levels including but not limited to C-Suite.
Ability to absorb skills, techniques, attitudes, and behaviours that are required to execute the job according to our chosen sales methodology
University degree in Business administration, Marketing, Economics, or another relevant discipline
Minimum of 8 years' experience in an international commercial or sales function
Aviation industry background required
Excellent PC skills, particularity with MS Office Programs (Word, Excel, Power Point, Outlook, Teams) and MS Project as well as familiarity with databases and a CRM tool such as Salesforce.com
Ability to, at least partially, work from home and in a virtual team environment
Excellent oral and written communication skills in English and French. Knowledge of additional languages would be an asset.
Flexible to travel across the region and when required globally, sometimes at short notice more

What your day would be like

Plan and execute sales activities for specific products and services in coordination with the Regional Head of Commercial, meeting the sales and revenue target(s) and acquiring new customers. This will include account management, securing extensions of existing deals/renewals, and up-/cross-selling with existing customers. Adjust as necessary with a changing... environment.
Identify new markets, segments, opportunities, and customers to continuously grow the business, including lead conversion during campaigns.
Work closely with Marketing and other sales channels on lead conversion during sales campaigns
Ensure application of the chosen sales methodology and techniques (currently Sandler) and use of corporate tools including but not limited to CRM / BI
 Lead and direct end to end customer engagement and negotiations as required
Work closely with local country offices, providing training and guidance on our sales methodology and product portfolios, engaging regularly to identify and develop leads and opportunities in the local markets. The objective is to improve local commercial performance.
As a Regional Product Expert, develop and maintain subject matter expertise in the functional area of the products covered, reducing the need for global product owners in the sales process.
Represent IATA and the commercial products & services division in the region and with regional external stakeholders, actively contributing to targeted customer satisfaction levels with IATA P&S
Monitor the market, selected customer profiles, competition trends and behaviours on behalf of the Regional Head of Commercial and/or for own target category and prepare sales plan for own target category as part of the overall regional sales plan for Africa & Middle East
Ensure timely and accurate reporting, and up to date status of sales pipeline
Successfully collaborate with regional colleagues and head office lines of business (LOBs), Product Managers (PMs), and support functions
Provide feedback on pricing, product, functionalities to LOBs and PMs, contribute to product roadmaps and new product development (NPD) discussions
Support Customer Service activities where needed
Monitor commercial debt and achieve targeted bad debt levels
Any other tasks as requested by the Regional Head of Commercial

We would love to hear from you if

Proven ability to work in a sales team and to achieve targets within a highly dynamic sales environment;
Strong interpersonal skills, ability to build credible & sustainable relationships with stakeholders at all levels including but not limited to C-Suite.
Ability to absorb skills, techniques, attitudes, and behaviours that are required to execute the job according to our chosen sales methodology
University degree in Business administration, Marketing, Economics, or another relevant discipline
Minimum of 8 years' experience in an international commercial or sales function
Aviation industry background required
Excellent PC skills, particularity with MS Office Programs (Word, Excel, Power Point, Outlook, Teams) and MS Project as well as familiarity with databases and a CRM tool such as Salesforce.com
Ability to, at least partially, work from home and in a virtual team environment
Excellent oral and written communication skills in English and French. Knowledge of additional languages would be an asset.
Flexible to travel across the region and when required globally, sometimes at short notice more

About the team you are joining
Under the guidance of the Regional Director External Affairs & Sustainability Africa, the incumbent will learn about IATA’s Sustainability strategy while supporting advocacy deployment and Sustainability actions in the African region. The chosen intern will also learn about the aviation environmental policies
What your day would be like

Support intelligence... gathering: monitor, track and report on legislative initiatives in the African region, and prepare summaries and briefings; 
Support the planning and organization of internal and external meetings, briefings and webinars. Prepare appropriate presentations and conduct follow-up actions; 
Help the team with specific advocacy initiatives or campaigns and monitor the progress against divisional goals (prepare summaries and reports) and especially initiatives directed to the project Focus Africa; 
Provide administrative support to the Regional Director External Affairs & Sustainability Africa and to the team. 

We would love to hear from you if

Recently obtained (less than 12 months) a university degree/post-graduate degree in Sustainability, Aviation, Political Science, Data Analyst & Economics, Engineering & Business Management or other relevant discipline; 
Excellent administrative and organizational skills with a strong focus on quality and an eye for details;
Excellent communication skills (written and spoken) in English, any additional language would be an asset; 
Strong interpersonal skills with the ability to interact effectively and cross-culturally;
Dynamic personality, flexible, team oriented, and able to work effectively in a fast-paced environment;
Good knowledge of Microsoft Office. more