Senior Manager, Industry Solutions

About the role

The Senior Manager, Industry Solutions will lead the sales of IATA’s 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 customer base for aviation‑related solutions.

Key responsibilities

• Plan and execute sales activities for designated IATA products, meeting or exceeding revenue targets.
• Manage existing accounts, secure renewals, and identify up‑selling and cross‑selling opportunities.
• Identify new market segments, generate leads and convert them during sales campaigns.
• Collaborate with Marketing and other sales channels to optimise lead conversion.
• Apply the Sandler sales methodology in all customer engagements and negotiations.
• Provide training and guidance to country offices on sales techniques and product portfolios.

Required profile

• Minimum 8 years of experience in B2B sales, preferably within aviation or related industries.
• Proven track record of achieving sales and revenue targets.
• Strong account‑management and negotiation skills.
• Ability to work autonomously in a dynamic, changing environment.

Required skills

• Familiarity with the Sandler sales methodology.

What we offer

• Permanent contract with flexible work options, including hybrid and remote arrangements.
• Access to over 30,000 learning courses and continuous professional development.
• Inclusive culture with equal pay certification and family‑friendly policies.
• Generous time‑off policies, including birthday off and support for community volunteering.