Senior Business Development Manager - Global Currency

Who are we?
We're loyalty pioneers, creating the world's most rewarding experiences.
Since the launch of Avios in 2011, we have evolved from a leader in travel rewards to a leader in loyalty.
We design customer loyalty programmes, build loyalty management tools, provide loyalty tech solutions and produce invaluable data and customer insights to maximise and leverage the ever-increasing potential of loyalty.
We've created millions of memories for members around the world, harnessing their loyalty and love for travel with hotel and flight rewards and unforgettable experiences.
Today, IAG Loyalty is continuing that growth on a global stage:
3000 Avios are collected every second (more than 100 billion annually) by
40 million members across 200 countries globally from
150+ partnerships with the biggest names in travel, retail, hospitality, finance and more.
You can find more information on Avios, IAGL and our values on our Youtube channel - and at
Role at a glance
As part of IAG Loyalty's growth strategy, we are working towards the goal of turning Avios into a truly global currency and seeing it adopted by other businesses worldwide, for example by expanding the Avios through currency partnerships that sees Avios being adopted by the currency of other airline loyalty programmes.
We also see opportunities to deepen relationships in travel and hospitality through currency partnerships. Our recent partnerships with Qatar Airways and Finnair reflect the early successes. This not only goes someway to globalise Avios as a currency but provides customers with a wider network in which to collect and redeem points. As this model gains momentum, adopting Avios as the currency for their own loyalty schemes becomes more attractive to other airlines and – ultimately – industries beyond.
Reporting directly to the Head of Global Currency, the Senior Business Development Manager will ultimately be responsible for driving the business development effort and managing strategic relationships with prospective and newly acquired Global Currency Partners (hereon GCPs).
You will act as the primary contact during the business development process, working closely with prospects to understand and support their objectives whilst also focusing on delivering sustainable commercial value for IAG Loyalty and increasing the footprint of the Avios brand worldwide.
You will also work closely with the wider Global Currency team to deliver upon strategic and platform enhancements that will ultimately deliver value to prospective and existing GCPs.
What you'll be doing:
Business Development
Work closely alongside the Head of Global Currency to drive the top of and mid-funnel business development process, particularly sales pitches and commercial negotiation
Drive the business development pipeline, cultivating leads and initiating contact with prospects through to negotiation
Champion the Global Currency vision by negotiating strategic and commercial models recommended by the Senior Manager that will deliver value to GCPs and IAG Loyalty
Foster strong, collaborative and positive relationships with prospective GCP stakeholders, understanding their needs and objectives throughout the business development process
Leverage compelling case studies and feedback created by the Global Currency team to support business development activities
Ensure existing GCP contractual obligations and exclusivities are considered as part of the business development process
Work closely with the fraud teams to ensure fraud prevention remains a central component of the business development process
Establish effective communication channels with internal stakeholders to enable a smooth sales and onboarding process
Together with Senior Manager, negotiate on new and expanded deals for Non-Air Partnerships for GCPs in conjunction with the joint commercial team.
Relationship Management
Work closely with the Head of Global Currency and broader team to set deliverables for newly onboarded GCPs
Where applicable, manage the strategic relationship with newly onboarded GCPs
Other Roles & Responsibilities
Seek to ensure existing GCPs are using the most up to date platform enhancements and technologies
Monitor the use of Avios's intellectual property GCPs and market specific activity to ensure exclusivities are not breached
Mentor other members of the Strategy and Growth team with business development and best practice
What we're looking for:
This position requires a high-energy and pacesetting individual with a passion for relationship management and experience of working with strategic global brands.
5+ years experience in a business development or account management environment, preferably with non-airline partner relationships such as Financial Services or Retail
Outstanding communication and interpersonal skills, with the ability to engage and influence stakeholders at a senior level
Resilience and the ability to navigate challenges and difficult conversations with stakeholders
Negotiation experience with the ability to take multiple perspectives into account
Comfort at dealing with ambiguity and proactive at problem solving, pre-empting risks and challenges
Have a strategic understanding of Global Currency goals, purpose and vision; and how digital experience and platform features (e.g.) supports business, strategic and financial outcome
Experience of working across different markets and cultures. Working knowledge of other languages desirable.
Be data-centric and use insights/analytics to shape decision making
What we can offer you:
Annual Bonus (dependant on Company & Individual Performance)
Discounts on BA flights and holidays from day one for you, your friends and family
Unlimited standby and premium standby fares for you and your nominees on the full BA network and numerous other partner airlines
One non-contractual Management Annual Bookable Travel Concession for employee, partner and dependants after 6 months service
After 12 months, one further non-contractual Annual Bookable Travel Concession for employee, partner and dependants
Exciting global travel industry discounts including flights with hotels, rail, cruises & tour operators also available through travel providers
Company Pension of 9% (6% company/3% employee)
Private Health Care with Bupa
20 days working from abroad in Europe per calendar year
25 days annual leave, the ability to buy or sell up to 5 days leave per year, 2 days charity leave and a day off on your birthday
Hybrid working model – approx. 50/50 between office and home
Travel Insurance
Cycle to work scheme
Electric/ULEV car scheme
New Joiner Avios/Birthday Avios/Thank you Avios
Life Assurance
Location:
This role will be based at IAGL's London office in Victoria, and we have a blended approach to working at IAGL. Our Blend is our interpretation of hybrid working, where our colleagues are empowered to choose the location for them to produce their best work. Based on your to-do list, colleagues either choose the office or home working that day.
Inclusion and diversity are integral to the success of IAG Loyalty. We continuously encourage an organisational culture where colleagues with varying perspectives, life experiences and backgrounds can work together to achieve their and the organisation's potential. We also welcome discussions about flexible working.
Join our club and reward the world
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