PurposeYou are part of an energetic team of sales specialist SITA SmartPath-Self Bag Drop sales specialists! This dynamic team supports the SITA sales organization around the world to convince airports, airlines and ground handlers of the value of SITA’s Self Bag Drop portfolio.
In a dynamic and fast-paced environment, you will be called out to join key customer meetings, perform site surveys and help the teams to put together SmartPath solutions that enable airports and airlines to offer the best self-
service experience to their passengers. Your work starts in the pre-sales phase working with SITA’s customer facing teams and ends shortly after the project has been thoroughly handed over to our delivery team.
Your daily tasks include understanding the customer requirements and competitive landscape, having strong product knowledge, providing customers with professional, timely, accurate and cost-
effective proposals and driving new business opportunities by taking an open and innovative approach to problem solving and leveraging knowledge of information technologies in the air transport industry.
All of this is done in close cooperation with your colleagues, external partners and customers. We are looking for someone who will contribute to the strong team spirit, bring energy and motivates the other team members to achieve success together.
Travelling to international airports is daily business.At SITA we are proud of our satisfied customers and our state-or-
the-art products. We find it important that our employees can develop and improve themselves continuously.Key responsibilities
Be the prime interface to the SITA sales organization and end-customers on technical & commercial matters and lead customer engagements, from initial contact to written contract and transition to delivery;
Establish and maintain a professional relationship with customers;
Work closely with customers to fully understand their business (now & future) and develop sound solutions to meet the customer's business requirements;
Business growth. Work with Sales Reps to achieve profitable sales growth in the assigned Business Lines. Generate new leads and opportunities within assigned existing customer accounts via upsell and cross-
sell including the identification of opportunities in new buying centers. Maintain a pipeline of qualified active opportunities and manage them to close.
Ensure there is a strategic fit between the opportunity and SITA capabilities;
Work closely with Account Managers / Directors to develop sales and accounts development strategies;
Promote SITA by furnishing customers with comprehensive, up-to-date information on current products, product enhancements and new solutions, through customer meetings and interactive workshops;
Design and co-ordinate the development of business solutions which may involve multiple parties both internally and externally;
Support the technical qualification of customers' communication needs through knowledge of current, new or evolving technologies, and SITA solution portfolios;
Liaise with various internal stakeholders, such as Pricing, Customer Service, and Project Management, to build business case for customer proposals;
Own the technical and commercial parts of proposals submitted to customers. Proposal development and response. Assist sales reps with active opportunities ensuring that the appropriate product or business solution is included in sales proposals.
Respond to requests for information and requests for proposal. Serve as a source for current collateral reference guides value statements and presentations;
Customer success stories. In collaboration with product marketing product management and / or sales enablement develop and communicate customer case studies or other success stories by showing where and how the product or solution was implemented and the commercial value SITA brought to the customer;
Sales playbooks. In conjunction with marketing and sales enablement develop business solution product vertical and buying center playbooks that provide current relevant and customized content for sales reps.
Adapting value propositions case studies or ROI examples to prospects' needs reduces the amount of time each sales rep must spend on creating messages and improves the relevance and quality of interactions during each phase of the sales cycle;
Work closely with project managers to ensure efficient transfer from sales to projects for implementation;
Collect and report on all customer demand parameters in order to analyze and identify potential customers' requirements and proactively work with customers to understand and fill their needs;
Pipeline acceleration and deal strategy. With Sales Reps drive the increase in the number and value of qualified sales opportunities for the assigned Business Area / Lines.
With a view across multiple prospect interactions suggest tactics pricing competitive positioning and ideas for sales reps to incorporate into their selling strategies.
Maintain a pipeline of qualified active opportunities and manage them to close. Accurately capture and report all aspects of account and opportunity information within a sales force automation (SFA) application.
Accurately report on forecast / pipeline;
Visit trade shows, exhibitions and conferences to be up to date about market trends and competitor developments;
Interact with colleagues to gain and share ideas and opportunities, provide coaching and mentoring in pre-sales activities;
This role may require managing and / or mentoring others of up to 10 people.
Education and qualifications
Degree or equivalent experience in Engineering, Computer Technologies, or Business MBA is a plus.Experience
5-8 years of experience in Information Technology, Airline / Airport passenger ground handling or Air Transport Industry technology;
Proven track record in producing, communicating, and documenting solutions for customers.Knowledge and skills
Knowledge of the latest technologies for passenger processing, airport and airline IT systems (e.g. PRS and DCS) and network infrastructure;
Knowledge of technical and commercial aspects of the Air Transport Industry a plus;
Demand creation processes / service-level agreements with marketing and teleprospecting;
Capable of interacting with key decision makers;
Customer facing and interpersonal skills;
Commercial and financial capabilities;
Problem resolution skills;
Presentation skills.Profession Competencies
International Business Acumen;
Proposal / RFP systems;
Sales force automation;
Supplier Relationship Management;
Creating Value Proposition;
Additional language skills like : Spanish, German, Mandarin and French are well appreciated
Mar 27, 2019, 7 : 40 : 09 AM