AddressJob Title
Manager, Business Development
Purpose of the role
The Head of BD and SAM is responsible for Business Development, business growth, business retention and day-to-day operational management of existing and potential customers in developing and closing new business opportunities, upselling and renewing business with existing customers, growing the existing sales pipeline, developing new customer/partner relationships, managing relationships with existing customers/partners AND making Amadeus ready for business in ANZ as the focus market and provide domain expertise across the various territories in APAC. The role is responsible for closely working with and maintaining close relationships with customers across CxO levels from Terminal Operations, IT, Finance and overall Business to meet the territory targets for New Business Contract Value (TCV), Revenue and CSS targets. The role also requires building relationships with external partners to expand reach of business and creating value and differentiation for customers through creative business models and innovative solutions.
The role carries responsibility for all customer relationships, working closely with internal stakeholders across PM, SDBM, Delivery, Implementation, Business Development, legal, finance, marketing, strategy, for presales, bid/commercial engagements and leading business engagement with customers. The role leads ANZ territory in developing business opportunities through a consultative selling approach, rightly positioning the value of Amadeus for Airports/Airlines/GHA by creating and owning regional business growth strategy, executing bidding and go to market sales plan by engaging internally and with customers from a product, technical, implementation, operational, legal, and commercial perspective, lead the bid teams in responding to bid/proposal requests in line with bid commercial strategies, work closely at senior levels with customers in creating solution and commercial models, proposals, contract negotiations and owning the process along with stakeholders through the delivery, implementation and contract life cycle. Additionally, as a Airport Business Domain Expert, represent Amadeus at industry events as speaker and thought leader to create a positive influence for Amadeus and create a differentiation in the industry.
As a Business Development leader the role is responsible for stakeholder engagement between a number of stakeholder groups within Amadeus and Airport IT, ensure readiness of Amadeus to do business in given territories, including, but not limited to: Stakeholder Committees related to business and regulatory compliance, external Consultants and government ministries, Airport IT Senior Leadership Team, Airline IT, Airport IT, & Airline Operations Sales & Account Management, Delivery & Implementation, Operations & Support, Amadeus Customer Services, Business Development, Product Management, R&D, Technical, Legal and Commercial Finance.
The role largely has the below aspects:
- Externally the role has a detailed understanding of the territories (aviation and regulatory domains), customers and their needs within a market segment (specifically ANZ), industry trends and is able to navigate legal and regulatory landscape to influence the successful implementation and operation of the Amadeus strategy, is an excellent communicator and deal maker able to influence and persuade customers through consultative selling and is able to become a trusted advisor within the domain.
- Externally the role has a very good understanding of competition trends/solutions/ business models/ strengths and weakness and with this knowledge is able to create/exploit opportunities and build relationships within the air transport community including but not limited to: customers, external consultants, system integrators, business partners, suppliers/vendors, aviation regulatory bodies and government institutions etc
- Internally (within Amadeus) the role has overall responsibility for building a customer-focused team, own the process of sales engagement, lead the working and cross-department teams and with organization leaders to facilitate decisions, remove obstacles and to build consensus, and to develop business case which ensures profitability, competitiveness, growth of the customer portfolio and growth of regional revenue of Airport IT products and services.
Main Responsibilities
Customer Engagement:
a. Customer Empathy: the role needs to be able to build rapport and communicate effectively with individuals and groups of customers at all levels of seniority and influence to elicit an understanding of the customer's objectives, challenges, pain points and business requirements.
b. Business and Solution Presentation: the candidate needs to be able to position with authority and credibility to individual users and senior customers (up to COO, GM level) the business/commercial model, the Airport IT Product Portfolio and demonstrate how these products address the customers' needs. This will include challenging the customer's requirements and convincing the customer of alternatives, influencing the decision making process, being perceived as a trusted advisor, etc.
c. Proposal Preparation: the candidate works closely with customer and internal Amadeus teams to develop solution proposals to address customer requirements expressed within RFPs/RFIs.
d. Business readiness: the candidate navigates legal and regulatory landscape to influence the successful implementation and operation of the Amadeus business strategy within territories, leverages the Amadeus Airport IT portfolio, strategic partners, to define solutions, commercial and contracting models to meet the customer's functional and commercial needs.
e. Contract Lifecycle Management: The candidate works with the Product, SDBM. Legal, Delivery, Implementation teams teams to ensure projects are delivered and supported as contracted and manages the ongoing billings/collections to ensure profitability of the customer and contract engagement as per approved business case.
f. Continuity and Customer Satisfaction: the candidate remains engaged with the customer at key levels to ensure that Amadeus solutions continue to meet the evolving needs, creates a feedback loop with customers to address changes and improvements in solutions through change management process and creating new opportunities, continues to be the customer champion internally within Amadeus and ensures contracts are retained and renewed without dilution in revenues.
Head of Business Development and Sales/Account Management:
a. ANZ Regional Sales Strategy: the The role is to develop a regional sales strategy for with a 3-5 year outlook which identifies growth areas conducive to Amadeus (low hanging fruits), leverages on customer need trends and forward requirements (pipeline) gathered through customer stated needs, media and other ind+E32ustry sources, leverages on competitive intelligence to proactively prepare plans to defend existing business and to penetrate into competitive territories. creates tactical and executable plans with clear milestones for customer acquisition
b. Vision: the role build own vision for the growth of business in APAC territory with well defined solution and commercial strategy which leverages on exposure to various industry and company sources, past experience, expertise of other team members, leveraging on other divisions (e.g. Airline IT) and product road maps. The role has a clear plan to achieve business growth KPIs through new customer acquisitions and expanding portfolio with existing customers to achieve the targeted numbers
c. Detailed Definition: the role defines the business and sales plan to sufficient detail to align senior management, working teams and extended stakeholders (delivery, vendor management, implementation, maintenance) to ensure clear communication, follow ups, reporting and forecasting, successful engagement of the customer, achieving the defined milestones and successfully concluding contracts.
d. Process owner: The role is the overall process owner for the business acquisition cycle from Business Development/pre-sales to contracting and relationship management, defined sales process within Amadeus (SRM, BCM, BAB, CAB), commercial/technical/legal negotiations and contracting. The role is a point of escalation to manage customer relationships for post sales delivery and support activities including invoicing as per contract milestones and collection of revenues. In this regards it is the responsibility of the role to ensure that defined internal rules and policies are adhered to with integrity.
Sales and Account Management Responsibilities
a. Lead the customer engagement: the Head of Solution Design leads a team of experienced sales professionals to build relationships with customers, strategic partners and industry consultants to develop a pipeline of potentials business opportunities. In this regards he/she oversees the Sales and Account Management team in communicating value and business benefits that Amadeus solutions bring to the customers and identifies a clear pipeline of opportunities for Amadeus for near future.
b. Pre-Sales and Qualification: Pursuant to above, the Head of SAM takes responsibility for the development of a pipelines of sales opportunities and provides required leadership to the sales and SDBM team in engaging with the prospects and qualifying the opportunities through a series of pre-sales activities in order to clearly position solutions against needs, identify the value of solutions, submit rough order magnitude pricing for budgeting and to formally start a sales engagement internally as per process. The Head of SAM participates actively in influencing Bid/No bid decisions and ensures the team has a clear definition of what it takes to win opportunities.
c. Sales Process: The Head of SAM leads the sales team in working with internal stakeholders (e.g. SDBM, VM, Delivery, Implementation, Finance) as well as with customers/partners to progress qualified sales pipeline through defined internal process and customer defined milestones to submit proposals, lead negotiations, gather competitive intelligence and to overall progress opportunities in order to increase the probability of winning contracts. Through the sales process the Head of SAM is actively involved in leveraging relationships with customers and partners to influence the contracts in favour of Amadeus through creative solutioning, partnering and revenue and cost models to meet customer needs.
d. Post Sales : the Head of SAM is responsible for the overall health of relationships with customers through the contract lifecycle and supports the Delivery, Implementation and Maintenance teams in ensuring contract KPIs are consistently met so that projects are delivered as planned and within budget and to ensure customer satisfaction in order to create new business potential and for repeat renewal contracts from customers. In this regards the Head of SAM is leads in safeguarding the bottom line and growing the top line through new business.
Leadership
a. Business Development: The role is a thought and vision leadership role which leverages on the candidate' strong experience in the airport domain to enviably position Amadeus as a trusted advisor and close partner of Airports, Airlines and GHA among others for the Amadeus Airports and Airline Operations portfolio.
b. Sales and Account Operational Management: The role is a regional role but with specific focus on ANZ for development and business acquisition of customers.
c. Leadership and Development: As the leader of an important role which directly impacts growth of Amadeus within Airport IT, the role is responsible for leading, promoting and fostering the development and growth of team capabilities to meet current and evolving organizational requirements.
d. Stakeholder Engagement: The role is responsible for stakeholder engagement between a number of stakeholder groups within Amadeus and Airport IT with divergent interests - including, but not limited to: SDBM, Delivery & Implementation, Airport Customer Services, Airline IT, Airline Operations, Operations & Support, Product Management, Legal, Finance, Vendor Management. The role proactively manages the diversity of interests between these groups and proactively seeks assistance from senior leadership when appropriate.
f. Decision Making: The role is able to lead in facilitating complex decisions through recommendations and by achieving consensus in a timely manner, analyzing complex issues, identifying risks earlier on and facilitate the acceptance, avoidance or mitigation of the risks.
Experience Required
- University degree (or equivalent). MBA
- Over 5 years experience in a commercial role with activities closely linked to Business Development, Sales, Solution Design, Bid Management and at least 4 years team management and talent development.
- Very good understanding of Airport business domain. A good understanding of current and future technologies used by Airports is needed such as Passenger Processing Systems, Airport Management Systems, LAN/WAN Design, Airline/Airport Systems Integration, 3rd Party Systems Integration, Biometrics, Baggage Operations and Systems, Airport Hardware, Systems Delivery and new Airport Innovations.
Diversity & Inclusion
We are an Equal Opportunity Employer and seek to hire the best candidate regardless of age, beliefs, disability, ethnicity, gender or sexual orientation.
