IATA is seeking an experienced Manager Industry Solutions to join their dynamic Commercial team. This exciting 18-month fixed-term contract position (ending March 1, 2026) offers a unique opportunity to drive business growth and innovation in the aviation training sector.

Manager Industry Solutions – Training (18-Month Fixed Term Contract)

Location: Nairobi
Industry: Aviation & Training
Travel Requirements: Regional and global travel required

Role Overview

The successful candidate will report directly to the Regional Head of Commercial, taking charge of promoting and selling IATA’s comprehensive product and service portfolio. This role combines strategic sales leadership with deep industry expertise, making it ideal for aviation professionals who excel in building and maintaining high-level business relationships.

Key Responsibilities

Sales and Business Development

• – Execute targeted sales strategies to achieve revenue goals and expand customer base
• – Manage existing accounts while identifying and securing new business opportunities
• – Lead end-to-end customer engagement and complex negotiations
• – Convert leads during sales campaigns in collaboration with Marketing teams
• – Implement and maintain Sandler sales methodology
• – Utilize CRM and BI tools effectively for pipeline management

Regional Leadership

• – Provide training and guidance to local country offices
• – Support local markets in lead generation and opportunity development
• – Serve as a Regional Product Expert
• – Represent IATA at regional events and with external stakeholders

Strategic Planning and Analysis

• – Monitor market trends, competition, and customer profiles
• – Develop comprehensive sales plans aligned with regional objectives
• – Maintain accurate sales pipeline reporting
• – Collaborate with global teams on product development and improvement
• – Contribute to product roadmaps and pricing strategies

Customer Success

• – Maintain high customer satisfaction levels
• – Support customer service initiatives as needed
• – Monitor and manage commercial debt levels
• – Build and maintain strong stakeholder relationships

Required Qualifications

Education and Experience

• – University degree in Business Administration, Marketing, Economics, or related field
• – Minimum 8 years’ experience in international sales or commercial roles
• – Proven aviation industry background
• – Demonstrated success in achieving sales targets

Technical Skills

• – Advanced proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Teams)
• – Experience with MS Project
• – Proficient in CRM systems, particularly Salesforce.com
• – Strong database management skills

Language and Communication

• – Fluent in English and French (written and spoken)
• – Additional languages are advantageous
• – Excellent presentation and negotiation skills

Personal Attributes

• – Strong interpersonal skills with ability to engage C-Suite executives
• – Adaptable to virtual team environments and remote work
• – Flexible approach to travel requirements
• – Proven ability to work in dynamic sales environments

This role offers an excellent opportunity to join a leading organization in the aviation industry, working with cutting-edge training solutions and contributing to the development of global aviation standards.

Interested candidates who meet these requirements are encouraged to apply with their updated resume and a compelling cover letter.