Job Title: Manager, Airport Solutions – Training Sales

Reports to: Senior Manager, Airport Experience & Training Solutions

Location: Montreal, Canada

Job Type: Permanent

Position Overview

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 to better connect the world; promoting sustainable growth and capacity optimization, operational and commercial excellence, safety, security, and an exceptional travel experience – all in collaboration with the ACI Regions.

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.

Business Context

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 in Safety, Security, Environment, and Cybersecurity, Accreditation programs and the Employee Survey for Customer Experience.

Key Responsibilities

Sales Strategy and Planning

• 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.

Customer Development and Relationship Management

• 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 (e.g., ACI Airport Experience Summit, ACI World Annual General Assembly (WAGA), ACI North America/Europe/Africa/Asia-Pacific & Middle East/LAC conferences).

• 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.

Sales Process and Contract Management

• 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 sometimes 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.

Reporting and Performance Monitoring

• 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.

• Cross-functional Collaboration

• Work closely with the Global Training, Airport Experience/ASQ, Marketing, and Communications teams to ensure alignment of messaging, campaigns, and client offers.

• Participate in operational meetings to discuss client needs, course scheduling, and delivery logistics.

• Support process improvement initiatives and to enhance sales efficiency and customer journey.

Education and Experience

• University degree in Business Administration, Marketing, or related field (postgraduate qualifications are an asset).

• Minimum 5 years of experience in sales, business development, or client relationship management within the services or training sector. Business to Business experience an asset.

• Proven record of achieving or exceeding revenue targets.

• Experience managing contractual processes and negotiations.

• Strong familiarity with international markets and cross-cultural environments.

• Aviation or airport industry experience is a strong asset.

Skills and Abilities

• Strategic and analytical thinker with strong execution discipline.

• Self-motivated and driven, with a strong sense of ownership for market development.

• Excellent communication, presentation, and interpersonal skills.

• Highly organized, detail-oriented, and proactive in follow-up and lead management.

• Strong negotiation and consultative selling skills.

• Ability to work collaboratively across teams and departments.

• Excellent command of English (spoken and written); knowledge of other languages is an asset.

• Proficient in MS Office Suite and CRM systems (Dynamics 365 preferred).

ACI World Values

• Stewardship
• Member-focused
• Integrity
• Excellence
• Collaboration
• Innovation
• Inclusivity

What We Offer

• Hybrid work environment (minimum 50% on-site)

• Comprehensive benefits (health, vision, dental, telemedicine)

• RRSP matching contributions

• Discretionary annual compensation bonus,

• 4 weeks of vacation plus personal/mental health days

• Cell phone coverage and telehealth access

• Employee wellness and recognition programs

• Opus transit discount and flexible working culture