Senior Business Development Manager- Airport Solutions

 

Role Summary:

 

As the Senior Business Development Manager- Airport Solutions, you will play a vital role in developing and executing the commercial business strategy for the Airport vertical in North America. You will collaborate closely with the AAES central airport organization in Europe and the local business unit to foster collaboration across divisions within ASSA ABLOY. In this position, you will manage key accounts, serving as the primary interface for defining and delivering our comprehensive solution offerings, including equipment, in-house and third-party software, and services.

 

Your main responsibility will be to lead the Airport Solutions Business to success by supporting the SEC & BSP strategic direction and inspiring the regional teams to surpass goals. You will implement a robust commercial strategy, go-to-market approach, efficient processes, and KPIs to ensure continuous improvement. Additionally, you will define specific product requirements based on customer needs and coordinate major projects and key account activities to meet cross-division, business unit, and business area product/portfolio requirements, as well as future new product development, services, and features.

 

Key responsibilities:

• Deliver significant and sustainable growth in the Airport vertical in the NA region
• Serve as the primary interface for the Airport vertical and all related stakeholders (internal and third-party), ensuring their specific needs are translated into concrete central actions and support activities.
• Translate the global airport strategy to the north american market and execute
• Define and implement a robust go-to-market strategy, efficient processes, and KPIs for continuous improvement.
• Translate specific product needs into well-defined product requirements.
• Act as the key interface of AAES for internal partners (HID) and third-party entities.
• Coordinate major projects, including key account activities, to meet cross-division, business unit, and business area product/portfolio requirements.
• Monitor competition and gather market intelligence for the Airport offering.

 

Key competences:

• Fundamental knowledge about the airport industry and/or identification & reader technologies/biometrics
• Experience and network in the eGate and/or border control market
• Ability to navigate withing a complex matrix organization
• Experience in driving RFI, RFQ and tendering processes and influencing specification business
• Proactive and entrepreneurial attitude and capability to understand technical interconnections and complexities
• Ability to work strategic, tactical and operational (hands-on mentality)
• Strong technical understanding (Hardware, Software, Solutions, Applications layer)
• Strong business orientation, drive, and results focus.
• Strategic sales development to establish business plans and convert them into sales- and activity plans.
• Performance management, coaching, and guiding the regional team to long-term success.

 

Requirements:

 

• Education: Bachelor’s degree in Business Administration, Aviation Management, Marketing, or a related field. An MBA or other advanced degrees in business or aviation management a plus.
• Experience: At least 5+ years of experience in business development, sales, or partnerships within the airport, aviation, or transportation sectors.
• Proven Success: A strong track record of generating new business opportunities and partnerships within the airport industry, including managing complex contracts and partnerships.
• Industry Expertis