Manager Airport Solutions - Training Sales

Manager Airport Solutions – Training Sales

Job Title: Manager, Airport Solutions – Training Sales

Reports to: Senior Manager, Airport Experience & Training Solutions

Location: Montreal, Canada

Job Type: Permanent

The Manager, Airport Solutions – Training Sales plays a key role in driving ACI World’s mission to champion the transformation of airports and aviation globally. The incumbent will be responsible for achieving revenue growth through the promotion and sale of ACI’s Global Training portfolio and related services, supporting airports and aviation stakeholders worldwide in building their people capabilities. This includes developing and executing sales strategies, managing client relationships, and ensuring successful cross‑collaboration with ACI departments.

The ideal candidate adopts a consultative approach — acting as a trusted advisor to clients, understanding their challenges, and proposing tailored solutions. The role requires availability for international travel; however, travel frequency will depend on organizational priorities at the time and is not guaranteed.

ACI World’s Training Solutions are a key enabler of airport excellence, empowering the global airport community to enhance competencies in safety, security, operations, environment, leadership, and customer experience. This role also contributes to cross‑selling ACI’s broader suite of services, including the Airport Excellence (APEX) Programs, Accreditation programs, and the Employee Survey for Customer Experience.

• Develop and implement effective sales strategies to meet annual revenue objectives for instructor‑led and online training solutions.
• Collaborate with Global Training Portfolio Managers and the ASQ Development team to align sales plans with ACI World’s commercial strategy and member engagement priorities.
• Identify and pursue new business opportunities through market analysis, segmentation, and lead generation.
• Propose bundling, partnership, or multi‑year agreements to strengthen client retention and value creation.
• Monitor and report on sales performance, pipeline progress, and forecasts.

• Build and nurture relationships with airports, ACI Accredited Training Partners (ATPs), aviation authorities and airport stakeholders globally.
• Conduct regular client engagement through virtual and in‑person meetings, webinars, calls, and events.
• Represent ACI World at international conferences and industry events as required.
• Ensure high levels of client satisfaction through responsive communication, personalized proposals, and tailored training recommendations.
• Promote cross‑selling opportunities by identifying client needs that align with ACI’s Airport Excellence (APEX) Programs and other services.

• Prepare and manage training proposals, quotations, and contracts in coordination with the relevant departments, including Legal.
• Ensure accuracy and compliance with ACI policies, including pricing, taxation, and confidentiality requirements.
• Respond to requests for proposals (RFPs) and tenders within tight deadlines, ensuring high‑quality and timely submissions.
• Track contract lifecycle, renewals, and client commitments in Dynamics 365 CRM.
• Maintain sales and customer records, including pipeline and conversion metrics.

• Develop and manage sales dashboards and reports to track revenue, conversion rates, and performance against targets.
• Provide quarterly insights and recommendations based on trends, customer feedback, and market data.
• Contribute to forecasting and budget exercises in collaboration with the Senior Manager and Senior Director.
• Work…