VP, Business Development - Europe

Summary

The Vice President of Business Development – Airlines, will combine their interpersonal finesse with strategic thinking as they focus primarily on lead generation and new client development, while playing a supporting role in managing existing client relationships with airline companies in North and Latin America.   The role will include all aspects of lead generation, proposals, RFP’s, GTA negotiations and relationship management activity to secure new clients in the allocated markets.  This includes cold calls, client visits, attendance at tradeshow participation in RFP’s and preparing business cases. We are looking for a confident, curious, and customer-focused professional to join our growing team – one with grit! The ideal candidate will have consultative SaaS sales experience.

Essential Functions: Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Sales

o   Understand the requirements of airlines customers and leverage key airline relationships to drive provide them with detailed information about the technical aspects and efficiencies API’s technology provides.

o   Lead generation is an essential function in this role with focus on acquiring new API prospects, holding discovery workshops to uncover the necessity of API’s solutions to guide them through the SaaS and service solutions.

o   Lead client negotiation and contracting processes, ensuring favorable terms and alignment with organizational objectives.

o   Develop strategic client plans, integrating account planning frameworks and competitive battle cards to enable proactive, insight-driven client management.

o   Maintain healthy sales pipeline by being proactive and disciplined.

o   Effectively manage the solicitation of business from new and existing accounts to exceed specific individual and company revenue objectives.

o   Work with marketing and sales ops to create powerful presentations to be used to solicit agreements from our clients.

o   Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.

o   Participate in key API client presentations, RFP’s and the creation of business cases and strategy.

Learn and maintain knowledge of API’s proprietary technology and service solutions and how they serve the needs of clients and prospective clients.

Ensure proper tracking within our CRM of all opportunities and activity.

o   Identify and develop new client needs and work with product to develop new solutions.

API Client Relationship Management

The Vice President of Business Development – Airlines will build and maintain strong relationships with executive stakeholders, both internally and externally, to secure alignment, resolve issues, and drive strategic initiatives forward. This will include the following actions:

Schedule periodic client visits and entertainment to strengthen partnerships.

Work with API Account Management to understand all API client deliverables and be prepared to review these with API clients in support of API Account Management on strategic calls and Quarterly Business reviews.

Consistently meet and follow up with our clients to ensure full understanding of each client’s needs and that all client’s service expectations are met and exceeded.

Serve as a trusted advisor by cultivating relationships beyond the immediate team, including with executive sponsors and decision-makers, to enable high-impact conversations and influence outcomes.

Trade Show/Summits/Media

o   Represent API in a professional and informative manner as an industry leader of solutions towards Airlines/Rails/Hotels/Ground Transportation companies either in person or by qualified editorial content/PR/marketing

Required Skills, Education and Experience

Experience in Airline industry as a vendor or selling/account management role to commercial airlines

Bachelor’s degree in business administration, sales, marketing or related field

5+ years of B2B consultative sales experience (SaaS preferred) with a proven track record of achievemen

Strategic thinking and business acumen

Ability to be customer focused and build strong relationships

Demonstrated experience in client negotiation and contract management, with a focus on risk mitigation and value creation.

Exceptional verbal and written communication skills

Persuasive presentation skills both in person or through video conferencing for both small and large audience setting

Proficient in Microsoft Excel, Word, PowerPoint, Social Media/LinkedIn and Outlook

Effectively use all available tools and methodology i.e. CRM, phone, email, and webinar and other available tools and resources to track and provide solutions to client needs, requests and overall expectations

Effectively manage workload in a fast-paced atmosphere to accomplish goals and

Results driven

Shows attention to detail and the ability to produce high quality work

Impeccable integrity and a strong work ethic

Position Type and Expected Hours of Work
Full time, Monday through Friday, normal core business hours and as needed on nights and weekends unless otherwise specified.

Supervisory Responsibility

None

Travel Requirements

Travel could be 50% of the time or more. Travel within region and outside of region when necessary up to 2 to 3 times per month.

Other Duties

Duties, responsibilities and activities may change at any time according to business needs.

The performance of additional responsibilities if you are designated as a Data Protection Champion (DPC), Senior Information Risk Owner (SIRO) or Information Assurance Accounting Officer (IAAO).

Work Environment

This position operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand, walk; use hands to finger, handle or feel; and reach with hands and arms.

AAP/EEO Statement

Accommodations Plus International is an Equal Opportunity Employer that does not discriminate on the basis of actual or perceived race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, disability or handicap, sex, marital status, veteran status, sexual orientation, genetic information, arrest record, or any other characteristic protected by applicable federal, state or local laws. Our management team is dedicated to this policy with respect to recruitment, hiring, placement, promotion, transfer, training, compensation, benefits, employee activities and general treatment during employment.

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