Job closed
Ref: LP007-39
Job description / Role
Purpose:
In this position you will assist Airline sales teams in Middle East and Northern Africa (MENA) to enforce the commercial and sales strategy for Amadeus Airline IT products and services in the region. You will provide commercial guidance and support regional sales teams in commercial negotiations of IT contracts with airline customers. You will play a key role in assessing the commercial risk for each deal, and validate commercial proposals according to approval guidelines in place. By doing so you will develop a deep understanding and expertise in Amadeus AIT commercial strategy in the Region.
Responsibilties:
1 - AIT deal support and negotiation:
- Define negotiation guidelines for key IT sales engagements in the region,
- Provide active negotiation support to AIT commercial teams, advice on key commercial and pricing issues for new deals, contract renewals and renegotiations,
- Proceed with regular benchmark analysis and comparison of commercials applied across airline customers in MENA,
- Manage pricing approval according to established guidelines,
- Participate in face-to-face sales and negotiation meetings with airline customers,
- Support the preparation of commercial proposals and IT contracts with the commercial teams.
- Validate all pricing and commercial elements in the draft agreements.
2 - Support Airline commercial strategy in the MENA Region:
- Play a consultant role in shaping MENA commercial strategies: work on the commercial pipeline, on the region's budget and long-term plan, provide regular reports and KPIs to the regional Heads,
- Provide ad hoc training to the regional Airline Account Management team,
- Set and animate regular prioritization and follow-up meetings with MENA commercial Heads.
3 - Internal coordination and reporting responsibilities:
- Ensure provision of regular status updates and reporting on the on-going deals to AIT Strategy and Commercial Governance unit and to the Airline IT management,
- Work closely with Commercial Finance team for delivery of required financial analysis and business cases,
- Work on regional projects driven centrally by the Airline IT Strategy organization.
Requirements
- 10 years with 5 year experience in sales management and/or a senior commercial or finance role.
- Good understanding of the airline and Amadeus business, including IT and GDS. Demonstrated expertise in negotiating and formulating creative pricing and commercial proposals. Capacity to work and think in an analytical way is required.
- University degree in Business / Economics / Mathematics.
- Capacity to communicate clearly and effectively.
- Strong influencing and interpersonal skills.
- Sound commercial and financial background.
- Good understanding of the dynamic and key parameters of a negotiation.
- Languages: Fluent in English, other languages will be an asset.
- PC skills: Advanced.
A 6 months induction/on-the-job training period with the Commercial Governance team in Madrid will be required. Travel will be required occasionally in the MENA region.
About the Company
Amadeus is a leading transaction processor for the global travel and tourism industry, providing transaction processing power and technology solutions to both travel providers (including full service carriers and low-cost airlines, hotels, rail operators, cruise and ferry operators, car rental companies and tour operators) and travel agencies (both online and offline). The company acts both as a worldwide network connecting travel providers and travel agencies through a highly effective processing platform for the distribution of travel products and services (through our Distribution business), and as a provider of a comprehensive portfolio of IT solutions which automate certain mission-critical business processes, such as reservations, inventory management and operations for travel providers (through our IT solutions business).