Result of Service
The incumbent is expected to deliver the following results:
- Business development and sales planning across the entire range of ICAO data products.
- Achieving sales targets according to the ICAO budgets for data and licensing.
Work Location
Montreal
Expected duration
An initial period of six (6) months with a possibility of an extension
• *Responsibilities**:
THE ORGANIZATIONAL SETTING
The International Civil Aviation Organization (ICAO) sets international Standards and Recommended Practices (SARPs) for aviation safety, air navigation, security, and environmental protection. Thus, ICAO is a knowledge-based organization engaged in the development of intellectual property. The Revenue and Product Management (RPM) Section is part of the Technical Cooperation Bureau (TCB) and is focused on revenue-generating activities of the Organization. The portfolio of revenue-generating activities includes publications, periodicals, databases, websites, training, printing, and events. The revenues generated by these activities are required to promote the implementation of ICAO’s Strategic Objectives and to carry out related Programme Support. The Section is responsible for the overall strategic planning, stakeholders’ collaboration, coordination, promotion, and distribution of these sellable products in close coordination with the other Bureaus/Offices of the Organization.
The Business Development Unit (BDU) within RPM is a driver for revenue generation for ICAO. The business development and sales of products and services that generate revenue for ICAO are the most important aspects of this position. These products, services and related activities within the Unit include events, partnerships, and licensing of ICAO Intellectual Properties (IP); advertising sales (digital and print), training activities, databases and statistical products, and products and services within TCB.
Under the BDU Product Manager, the Data Sales Associate
- RPM will work with the rest of the BDU team and ICAO stakeholders to network and perform business development with clients based around the world. The incumbent will concentrate sales efforts on data products sold by ICAO, including APIs, ICEC APIs, iCADS data products suite and other products. S/he must possess strong business-to-business skills coupled with International business development experience.
MAJOR DUTIES AND RESPONSIBILITIES
Function 1 (incl. expected results)
Sales Project Lead - ICAO Data Products
- In collaboration with the Product Manager, develop sales strategies for the following product areas:
- ICAO Civil Aviation Data Solutions;
- APIs;
- GIS, FIRs, and related Geo-Location products;
- Licensing and partnerships.
- To manage data products as required; contribute to lessons learned by the end of each budgetary cycle.
Function 2 (incl. expected results)
Business Development, Networking, and Closing
- Develop, maintain, supplement and nurture a funnel/pipeline of sales leads;
- Attain pre-determined sales targets each year with a focus on reaching new-to-ICAO clients and sectors;
- Attend industry tradeshows to demonstrate product and solicit business;
- Collaborate with the marketing unit to support all business development activities;
- Ensure all data products are listed and updated on the ICAO Online Store;
- Contact clients to close sales or enter into their budgetary cycles.
Function 3 (incl. expected results)
Collaboration with Resellers and Regional Offices:
- Ensure RPM Regional Office focal points are sales-aware of ICAO data products;
- Continuously seek out opportunities with resellers and the Regional Offices;
- Engage in training meetings with resellers so that they are able to speak to ICAO data products;
- In collaboration with the Regional Offices, organize ICAO data events in the regions for greater awareness and sales prospecting.
Function 4 (incl. expected results)
CRM Management, Financial/Contracts, and Electronic Data Tools:
- Utilization of CRM tools such as Microsoft Dynamics 365 to capture customer information;
- Capture sales reports and client data and sharing of real-time information via electronic task management tools;
- Create invoices and collect funds from clients;
- Electronic filing of all agreements;
- In collaboration with the Product Manager, continuous development of standardized legal agreements/templates for data products.
Function 5 (incl. expected results)
Performs other related duties, as assigned.
Qualifications/special skills
Educational Background:
Essential
A first-level university degree in business or in a related field.
Desirable
- IT, Network and Data courses or certificates;
- Sales and Marketing related courses.
Professional Experience and Knowledge:
Essential
- A minimum of five (5) years of experience in a business development role with a proven track record of revenue generation and revenue growth;
- Knowledge of International Markets and Business Development in the aviation sect
