Account Executive & Business Development Manager

Job Purpose

• Generate new business revenue by selling IBA’s market-leading subscription digital products and services into the Japanese aviation market.

• Create, own, and lead digital business development activities in Japan, aligning with IBA’s regional growth strategy.

• Execute the business plan (strategy, targets, and budgets) to establish and expand IBA’s presence in Japan.

• Collaborate with the Digital Client Services team to manage accounts, promote usage, and secure subscription renewals.

Key Responsibilities

Business Development

• Identify and qualify leads, nurture opportunities, and close new business deals within Japan’s aviation ecosystem.

• Build and leverage strong professional relationships with airlines, lessors, financial institutions, and other stakeholders in the Japanese market.

• Generate pipeline through IBA’s marketing team, AI-driven prospecting tools, LinkedIn outreach, and personal networks.

• Maintain expert-level knowledge of IBA’s offerings and competitive advantages to effectively address client needs.

• Manage and progress opportunities through the sales cycle using Salesforce CRM, keeping leadership updated on progress.

• Close deals at or above pricing thresholds, ensuring sustainable and profitable growth.

Account & Relationship Management

• Partner with the Client Success team to ensure strong client engagement, renewals, and upsells.

• Act as a trusted advisor in the Japanese aviation industry, representing IBA at senior levels.

• Build IBA’s reputation locally as a thought leader and go-to partner for data-driven aviation intelligence.

Strategy & Reporting

• Develop and present a Japan-specific Sales Strategy to senior leadership within the first month of joining.

• Continuously evaluate and refine the sales approach to maximise performance and return on investment.

• Ensure all opportunities, meetings, and updates are accurately captured in CRM in line with IBA processes.
Other

• Represent IBA at client meetings, conferences, and aviation events across Japan and the wider APAC region.

• Uphold IBA’s professional and cultural standards at all times.

• Balance travel commitments with consistent delivery of day-to-day responsibilities.

Person Specification

Essential

• Location: Based in Tokyo, Japan.

• Language Skills: Fluent in Japanese and English (written and spoken).

• Experience: Proven track record in B2B business development, ideally with subscription-based data, SaaS, or digital platforms.

• Industry Knowledge: Strong existing relationships within the Japanese aviation and finance communities (airlines, lessors, lenders, OEMs).

• Sales Acumen: Demonstrable success in closing new business and managing the full sales cycle.

• Communication: Exceptional presentation, negotiation, and relationship-building skills across cultural contexts.

• Technical Skills: Proficiency with CRM systems (preferably Salesforce) and digital prospecting tools.

• Self-Starter: Ability to develop and execute a Japan-specific strategy with minimal supervision.

• Flexibility: Willingness to travel within Japan and occasionally across the APAC region.

Desirable

• Networks: Deep personal contacts within Japanese airline, leasing, and aviation finance communities.

• Global Outlook: Experience working with international stakeholders across multiple time zones.

• Analytics: Ability to interpret aviation and financial data to support client discussions.

• Collaboration: Track record of working effectively with marketing and client success teams.