Senior Principal, IATA Consulting - Europe, Middle-East and Africa
International Air Transport Association (IATA)
Spain, Madrid
hace 5 días


The Assistant Director, IATA Consulting - Europe, Middle-East and Africa is responsible for leading a regional team of internal and external consultants, managing projects, preparing budgets, taking part in business development initiatives, and developing new solutions for the industry.

He / she reports to the IATA Consulting Director with a dotted line to the Regional Heads of Sales of Europe and MEA


  • Contribute with a regional focus to the overall IATA consulting strategy, 3 year business plan, annual budgets, monthly financial projections and future strategy.
  • Perform business development initiatives in close collaboration with the Heads of SalesNurturing relationships with key clients.

    Identification of business leads in coordination with the regional teams.Participation in commercial meetings.Support, on as needed basis, to the IATA Divisional regional teams.

    Preparation of technical and commercial proposals.Lead the team of consultants based in the regional office in Europe : Day to day coaching on project managementDay to day coaching on business development, proposal preparation, client relationships.

    Advise on career development and carry out staff annual performance reviews (direct reports).Day to day administrative management of the team (vacations, travel, sick leave, etc.

    Help define the yearly regional sales targets in relation to the Consulting LOBBe responsible for the yearly regional consulting targets (both top line and bottom line) as well as for the global LOB team targets.

    Engage with regional stakeholders and represent IATA Consulting before other teams in in Madrid such as the regional sales team, the divisional regional teams as well as with the support functions providing regular updates on consulting activities and getting feedback from divisions.

    Provide input and review contracts and undertake administrative work in support of both client and subcontractor relationships.

    Manage consulting projects : Responsible for budget and timeframe.Management of consultants and subject matter experts dedicated to the project.

    Project delivery supervision.Client relationship management.Lead and / or carry out delivery work where appropriateDevelopment of models.

    Contribution to the analytical work.Formalization and review of reports.Presentation to the client.Obtain post project feedback from customersDevelop and lead the roll-

    out of new solutions : Design new consulting service solutions in collaboration with IATA subject matter experts and members of the regional team.

    Develop business cases for special projects, get internal and external support for these.Contribute to the design and development of promotional material and marketing campaigns with the central Marketing team.

    Organizational matrix environment : the incumbent will have a dotted Line to the Regional Heads of Sales, Europe and, in addition, the matrix reporting relationship will encompass the following :

  • Share project and business development information regularly with other divisional managers and regional senior management teamIn the same manner, keep abreast of reginal core activitiesRepresent IATA Consulting before the Regional Coordination Group on as needed basis;
  • Participate in the APCS regional meetings and other divisional meetings when required;
  • Qualifications and Skills

  • University degree (Bachelor or masters) in Management or Business Administration, Economics or Civil Engineering, or equivalent degree.
  • Significant experience in business development with C-Suite decision-makers.
  • Minimum of 15 years of experience in providing Consulting services to airlines, airports, civil aviation and / or ANSPs.
  • Proven leadership abilities in managing large projects involving multi-disciplinary / multicultural teams.
  • Proven ability to motivate, mentor and lead staff as well as having had experience working in an organizational matrix environment.
  • Excellent oral and written communication skills with the ability to write reports in English and present them to senior executive managers.
  • Strong analytical mind-set is a must and experience with industry activity simulation tools very desirable.
  • High level of computer literacy with proficiency in MS Word, Excel, Powerpoint, Access & Project.
  • Knowledge of additional languages such as Mandarin, Japanese, Spanish, French and / or Portuguese, a definite advantage.
  • At the heart of IATA are our Values and Behaviors. We all have different personalities, styles and areas of expertise, but you’ll recognize us by the consistent way we act and behave in line with our Values and Behaviors.

    We are looking for people who bring them to life in everything they do they are :

  • Act with integrity and uphold our standards
  • Think strategically in support of the global big picture
  • Partner and manage to create high performing teams
  • Putting people first by acting with a simple human touch
  • Here at IATA we are proud of being a Diverse & Inclusive Organization we have people from all over the world working in our offices, and we extend this to our recruiting practices.

    We are a meritocratic organization and an equal opportunity employer.

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