Senior Manager Industry Solutions

About the role

IATA is seeking a Senior Manager Industry Solutions to lead the sales of its products and services across the Africa & Middle East region. Reporting to the Regional Head of Commercial, you will drive revenue growth, manage key accounts and expand the pipeline of new business opportunities.

Key responsibilities

• Plan and execute sales activities for designated IATA solutions, meeting or exceeding NBB and revenue targets.
• Manage existing accounts, secure renewals, and up‑/cross‑sell additional services.
• Identify new markets, segments and prospects; convert leads generated during campaigns.
• Collaborate with Marketing and other sales channels to optimise lead conversion.
• Apply the Sandler sales methodology and lead negotiations with customers.
• Support country offices with training, guidance and lead development to boost local commercial performance.
• Develop deep product expertise to act as the regional subject‑matter expert, reducing reliance on product managers.
• Represent IATA and its products/services with external stakeholders, ensuring high customer satisfaction.

Required profile

• Proven experience in B2B sales, preferably within the aviation or travel industry.
• Track record of achieving sales and revenue targets in a regional or multi‑country context.
• Strong communication, negotiation and relationship‑building skills.
• Ability to travel across the Africa & Middle East region as needed.

Required skills

What we offer

• Permanent contract with flexible work options (remote and hybrid).
• Generous ‘work from abroad’ policy and birthday off.
• Access to over 30,000 learning courses and continuous development support.
• Inclusive, diverse and equitable workplace certified by the Equal Salary Foundation.