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 Expertise: In-depth knowledge of the airport industry, aviation regulations, airport operations, and commercial services such as concessions, ground handling, or airfield services.
• Sales & Negotiation Skills: Expertise in identifying and negotiating high-value deals in the airport vertical, including with government entities, airport authorities, airlines, and service providers.
• CRM Experience: Proficiency in CRM software such as Microsoft Dynamics, particularly for managing long-term client relationships and tracking sales activities.
• Languages: Proficient in spoken and written English is a must, other languages are an advantage.

Experience:

• Minimum 5 years of experience in a global and international sales or business development.
• Experience in the airport industry / environment
• Experience in the eGate and border control market

 Key Skills:

• Relationship Building: Strong ability to form and maintain relationships with airport authorities, government agencies, airlines, service providers, and other key airport stakeholders.
• Strategic Thinking & Vision: Ability to understand the broader airport ecosystem and make data-driven decisions that align with both short-term business goals and long-term industry trends.
• Leadership: Strong leadership skills with the ability to manage cross-functional teams and motivate staff toward common business development objectives.
• Problem-Solving: Proactive approach to overcoming challenges specific to the airport industry, including dealing with regulatory hurdles, competing interests, and operational constraints.
• Communication: Excellent communication, presentation, and negotiation skills, especially in high-stakes or complex contractual discussions.
• Analytical: Strong analytical skills to evaluate market data, identify opportunities, and optimize business development strategies.
• Personal Attributes:
• Customer-Centric: Strong focus on understanding and meeting the needs of airport clients and partners to deliver tailored solutions.
• Innovative: Creative thinking to develop innovative business solutions that can address the evolving needs of the airport industry.
• Results-Oriented: Demonstrated drive for achieving and exceeding business development targets and strategic goals.
• Adaptable: Ability to navigate the dynamic nature of the aviation industry, adapting strategies to market changes, regulatory shifts, and technological advancements.

Location:

• Charlotte, NC or Remote/Hybrid options, with a focus on business travel to airports and industry events.
• Travel Requirements: Extensive travel may be required to meet with airport authorities, airline partners, and other stakeholders globally.
• Work Schedule: Full-time position, with some flexibility in hours to accommodate international stakeholders and time-sensitive projects.

We are the ASSA ABLOY Group
Our people have made us the global leader in access solutions. In return, we open doors for them wherever they go. With nearly 61,000 colleagues in more than 70 different countries, we help billions of people experience a more open world. Our innovations make all sorts of spaces – physical and virtual – safer, more secure, and easier to access. 

As an employer, we value results – not titles, or backgrounds. We empower our people to build their career around their aspirations and our ambitions – supporting them with regular feedback, training, and development opportunities. Our colleagues think broadly about where they can make the most impact, and we encourage them to grow their role locally, regionally, or even internationally.

As we welcome new people on board, it’s important to us to have diverse, inclusive teams, and we value different perspectives and experiences.