Senior Manager Industry Solutions

Role Overview

This position focuses on driving commercial growth for a defined portfolio of industry products and services across the Africa and Middle East region. You will be the regional specialist who owns the sales cycle from prospecting and pipeline development through to negotiation and closing, while ensuring existing customer relationships are actively expanded through renewals and upsells. Your work directly supports the organisation's revenue targets and strengthens its commercial presence in the assigned territory.

Key Responsibilities

• Own and execute a territory sales plan for a specific product portfolio, balancing new customer acquisition with account management, contract renewals, and cross-selling initiatives.
• Identify and qualify new business opportunities in untapped market segments, turning campaign-generated leads into active sales conversations with the support of marketing teams.
• Lead customer negotiations and manage the full engagement cycle, applying a structured sales methodology consistently across every deal.
• Act as the regional product specialist, building deep expertise so that complex customer questions can be resolved without escalating to product managers.
• Coordinate with local country offices to coach them on sales techniques and product knowledge, helping them uncover leads and improve their own commercial results.
• Track market developments, competitor activity, and customer trends to feed into regional strategy and refine the sales approach for your target categories.
• Maintain accurate pipeline data and reporting to ensure visibility of sales progress across the region, and flag any risks or delays early.
• Collaborate with product management and head office teams to share customer feedback, support product development decisions, and contribute to future product roadmaps.

Requirements & Qualifications

• At least eight years of progressive experience in an international sales or commercial role, ideally within the airline or broader aviation sector.
• A university degree in business administration, marketing, economics, or another relevant field.
• Demonstrated ability to meet or exceed sales and revenue targets in a fast-paced, dynamic commercial environment.
• Strong relationship-building and interpersonal skills, with the ability to engage both customers and internal stakeholders at multiple levels.
• Comfort with adopting a defined sales methodology and translating its principles into day-to-day selling behaviour.
• Excellent working knowledge of MS Office applications and a CRM system, such as Salesforce.com, alongside the ability to work effectively in a virtual team setup.
• Fluency in English, both written and spoken; additional languages are considered an advantage.
• Willingness to travel regularly across the region as required.