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About the Role
The Vice President of Business Development – Airlines will focus on lead generation and new client development within the airline industry in North and Latin America. This role involves managing the full sales cycle, from lead generation to contract negotiation, and supporting existing client relationships. The ideal candidate is a confident, customer-focused professional with consultative SaaS sales experience and a strong work ethic.
Responsibilities
- Understand airline customer requirements and leverage relationships to provide detailed information on API technology.
- Generate leads by acquiring new prospects and conducting discovery workshops to demonstrate the value of API solutions.
- Lead client negotiation and contracting processes to secure favorable terms.
- Develop strategic client plans using account planning frameworks and competitive battle cards.
- Maintain a healthy sales pipeline through proactive and disciplined management.
- Manage business solicitation from new and existing accounts to exceed revenue objectives.
- Collaborate with marketing and sales operations to create powerful client presentations.
- Maintain professional and technical knowledge through continuous learning and networking.
- Participate in key client presentations, RFPs, and business case creation.
- Learn and maintain knowledge of API's proprietary technology and service solutions.
- Ensure accurate tracking of all opportunities and activities within the CRM.
- Identify and develop new client needs, collaborating with the product team on new solutions.
- Build and maintain strong relationships with internal and external executive stakeholders.
- Schedule periodic client visits and entertainment to strengthen partnerships.
- Collaborate with API Account Management to understand client deliverables and support strategic calls and QBRs.
- Consistently meet and follow up with clients to understand needs and ensure service expectations are met and exceeded.
- Serve as a trusted advisor by cultivating relationships with executive sponsors and decision-makers.
- Represent API professionally as an industry leader in solutions for Airlines, Rails, Hotels, and Ground Transportation companies.
- Perform additional responsibilities as a Data Protection Champion, Senior Information Risk Owner, or Information Assurance Accounting Officer if designated.
Requirements
- Experience in the Airline industry as a vendor or in a selling/account management role to commercial airlines.
- 5+ years of B2B consultative sales experience (SaaS preferred) with a proven track record of achievement.
- Demonstrated experience in client negotiation and contract management, focusing on risk mitigation and value creation.
- Effectively manage workload in a fast-paced atmosphere to accomplish goals.
- Proficient in Microsoft Excel, Word, PowerPoint, Social Media/LinkedIn, and Outlook.
- Effectively use all available tools and methodology (CRM, phone, email, webinar) to track and provide solutions to client 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).
Skills
- Strategic thinking
- Business acumen
- Customer focus
- Relationship building
- Exceptional verbal and written communication skills
- Persuasive presentation skills (in-person and video conferencing)
- Results driven
- Attention to detail
- Ability to produce high-quality work
- Impeccable integrity
- Strong work ethic
Location
- North America
- Latin America
Work Type
- Full-time
- Office environment
Experience Level
- Vice President
Education Level
- Bachelor’s degree in business administration, sales, marketing or related field
About the Company
- Accommodations Plus International (API) is a company that provides solutions towards Airlines, Rails, Hotels, and Ground Transportation companies.
Equal Opportunity
- 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.