Business Development Manager

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Overview:

WELCOME TO SITA

Were the team that keeps airports moving, airlines flying smoothly, and borders open. Our tech and communication innovations are the secret behind the success of the worlds air travel industry. Youll find us at 95% of international hubs. We partner closely with over 2,500 transportation and government clients, each with their own unique needs and challenges. Our goal is to find fresh solutions and cutting-edge tech to make their operations run like clockwork. Want to be a part of something big? Are you ready to love your job? The adventure begins right here, with you, at SITA.

ABOUT THE ROLE & TEAM:

The Business Development Manager is responsible for collaborating with Sales across their assigned territory or market segment to drive retention revenue, achieve new business growth, and enhance client satisfaction. This role focuses on supporting designated accounts and markets for one or more SITA Business Lines.

They leverage Air Transport Industry (ATI) and technology expertise, combined with a strong understanding of customer business processes, to add value at every stage of the sales process. Acting as a trusted advisor, they work alongside Sales Representatives to employ a consultative selling approach, enhancing awareness of SITAs offerings and boosting sales team confidence and effectiveness.

SITA Business Lines: Communications & Infrastructure; Baggage Management; Airport Operations; Passenger Operations; Border Management.

WHAT YOU WILL DO:

1. Business Growth

• • Collaborate with Sales Representatives to achieve profitable sales growth within assigned Business Lines.
  • Identify and generate new leads and opportunities within existing accounts through upselling and cross-selling.
  • Discover opportunities in new buying centres.
  • Build and manage a pipeline of qualified, active opportunities, driving them to closure.
  • Ensure strategic alignment between opportunities and SITA capabilities.

2. Executive Relationships

• • Increase engagement with key customer and industry personnel, including executive buyers, business partners, and industry associations.
  • Develop and maintain trusted relationships with executive-level stakeholders across market segments, accounts, and vertical business areas.

3. Demand Creation

• • Conduct targeted and measurable demand creation activities for products within SITA Business Areas/Lines.
  • Align activities with objectives in specific vertical segments or geographies.
  • Enhance prospect awareness and consideration through presentations, webinars, and outreach events.

4. Prospecting & Collaboration

• • Partner with Sales Representatives in early-stage customer meetings to build a robust pipeline.
  • Participate in customer opportunity reviews and workshops.
  • Support sales engineers in developing complex, tailored solutions for buyers.

5. Pipeline Acceleration & Deal Strategy

• • Increase the volume and value of qualified sales opportunities for assigned Business Lines.
  • Suggest effective tactics, pricing strategies, and competitive positioning to Sales Representatives.
  • Accurately manage and report all opportunity and account information using sales force automation (SFA) tools.
  • Provide reliable pipeline forecasting and updates.

6. Proposal Development & Response

• • Assist Sales Representatives in crafting compelling sales proposals with the appropriate products and solutions.
  • Respond to Requests for Information (RFIs) and Requests for Proposals (RFPs).
  • Serve as a resource for updated collateral, reference guides, value statements, and presentations.

7. Competitive Intelligence

• • Equip Sales Representatives with competitive insights, messaging, and strategic suggestions.
  • Demonstrate in-depth knowledge of competitors products, strategies, and pricing.
  • Share competitive intelligence and successful content using organizational tools like Chatter or Jive.

8. Objection Handling

• • Capture common buyer objections and craft ideal responses to address concerns.
  • Strengthen marketing messages and inform product development to better address customer needs.
  • Provide detailed insights into specific product features or customer experiences.

9. Customer Success Stories

• • Collaborate with Product Marketing, Product Management, and Sales Enablement to create impactful case studies.
  • Highlight implementations and the commercial value SITA delivered to customers.

10. Sales Playbooks

• • Work with Marketing and Sales Enablement teams to develop playbooks for products, business solutions, and verticals.
  • Customize content such as value propositions, case studies, and ROI examples for sales use.
  • Improve the relevance and quality of sales interactions while reducing preparation time.

Qualifications:

EXPERIENCE:

• Bachelors degree required; Masters degree/MBA (preferred).
• 5+ years of proven success in generating revenue growth in sales and/or business development roles.
• 3+ years of relevant industry and/or market segment experience.
• 3+ years of experience with relevant products (preferred).
• Background in tele-prospecting (preferred).
• Previous marketing experience (desirable).
• Demonstrated track record of achieving/exceeding sales targets.
• Proven ability to build and maintain strong client relationships at the Senior Management level.
• Experience in developing and implementing business development plans, including assessing, analysing, tracking, and consolidating market data.

WHAT WE OFFER:

Were all about diversity. We operate in 200 countries and speak 60 different languages and cultures. Were really proud of our inclusive environment. Our offices are comfortable and fun places to work, and we make sure you get to work from home too. Find out what its like to join our team and take a step closer to your best life ever. Flex Week: Work from home up to 2 days/week (depending on your teams needs)

• Flex Day: Make your workday suit your life and plans.

Flex-Location: Take up to 30 days a year to work from any location in the world. Employee Wellbeing: We have got you covered with our Employee Assistance Program (EAP), for you and your dependents 24/7, 365 days/year. We also offer Champion Health - a personalized platform that supports a range of wellbeing needs. Professional Development: Level up your skills with our training platforms, including LinkedIn Learning! Competitive Benefits: Competitive benefits that make sense with both your local market and employment status. SITA is an Equal Opportunity Employer. We value a diverse workforce. In support of our Employment Equity Program, we encourage women, aboriginal people, members of visible minorities, and/or persons with disabilities to apply and self-identify in the application process.

Information :

• Company : SITA Switzerland Sarl
• Position : Business Development Manager
• Location : 北京市
• Country : CN

How to Submit an Application:

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