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Market Development Manager (001854) in Dubai at Inmarsat

Date Posted: 4/3/2018

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Job Description

Primary Purpose of the Role:

Airline Market Development, MEA will be to forge and maintain influential relationships with target commercial carriers and our VAR’s (Value Added Resellers) – to comprehend their individual connectivity strategies, anticipate their commercial movements, and to ensure that Inmarsat remains, or is appointed, their provider of choice for on board passenger connectivity and cockpit safety services for their fleet of commercial aircraft.

You will work directly with airlines, and/or through a network of partners, depending on the senior commercial team’s decision on the best route to market. You will own the relationship with carriers in the region and will be expected to lead the business development with each airline from pre-proposal stage, through to live service launch, and revenue generation.

Spending time in front of airlines at their premises or at events whilst building exposure of our connectivity services is a key requirement to this role and as such you should be prepared to spend a significant proportion of your time travelling across the MEASA region as and when required.


Job Requirements

Key Responsibilities:

  • Build and maintain influential relationships with key decision makers at target commercial airlines and with our VAR’s and technology partners
  • Drive the uptake of Inmarsat products and services, and increase commercial airlines’ contribution to our long-term revenue by developing and being accountable for your sales pipeline
  • Develop a thorough understanding of individual airlines’ connectivity aspirations, challenges and strategies
  • Become intimately acquainted with a potential customer’s requirements in the pre-proposal phase – ensure the aviation team is well prepared to issue a relevant response to an RFP, or guide them to compile an unsolicited proposal which results in uptake of Inmarsat services
  • Lead and influence potential customers from pre-sales stage, through contract signing, and to live service launch
  • Provide frequent market/specific airline intelligence to the wider aviation team – be astute to industry trends and remain sufficiently close to customers to anticipate the rhythms of the market, and any relevant commercial developments
  • Assist the senior strategy team in decisions about best route to market, by supplying regional market and airline-specific intelligence
  • Build strong, supportive relationships with appointed partners. Assist them to develop, and market, value added solutions which answer to customer requirements
  • Work energetically and pro-actively with appointed partners to ensure their business plans are on track
  • Spot potential commercial opportunities for Inmarsat – in collaboration with other team members, decide if these are worth pursuing, and lead the development of chosen campaigns
  • Stay abreast of commercial competition and competing technologies in the industry
  • Collaborate frequently with other functions in the aviation team to ensure product development, positioning, and pricing is relevant to customers, and viable in the market

Essential Knowledge and Skills:

  • Demonstrable experience in a sales function, incorporating both direct and indirect routes to market
  • Progressive and stable sales career – achieving revenue targets
  • Previous experience in selling complex products
  • Energetic, enthusiastic, articulate and concise communicator
  • Fluent English (spoken and written)
  • Willing to travel extensively within the region (35% +)

Desirable Knowledge and Skills:

  • Degree educated – in engineering/business
  • Sales experience within the airline or satellite industry
  • Experienced in selling technical product suites, preferably communications solutions
  • Knowledge of airline IFE and Connectivity (IFEC)
  • Additional languages would be advantageous, specifically Arabic and/or French


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