JOB DESCRIPTION

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 Capacity Development and Implementation (CDI) Bureau and is focused on the 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 CDI.

Under the guidance of the Head of BDU, the Key Account Manager will work with the rest of the BDU team and ICAO stakeholders to network and perform business development with clients based around the world. In addition, the incumbent will concentrate on enhancing partnerships with other UN agencies, intergovernmental institutions, NGOs, and industry associations. S/he must possess strong diplomatic sensitivity ability coupled with international business development experience and should be mindful of potential risks of conflict of interest, undue influence or unfair competitive advantage.

MAJOR DUTIES AND RESPONSIBILITIES

Function1 (incl. Expected results)

Sales for ICAO Events Worldwide:

While being mindful of the potential risk of conflict of interest, undue influence or unfair competitive advantage, in coordination with management and experts at HQ and Regional Offices, if applicable, achieving results such as:

• Identify sales targets for exhibitors or sponsors based on event subject matter;
• Apply sales techniques understanding the client-benefit model;
• Manage the entire sales cycle to ensure customer satisfaction;
• Close sales with a view of generating net surplus.

Function 2 (incl. Expected results)

Business Development of Key Accounts:

• Listen to customers and match their requirements and aspirations with ICAO products and services;
• Deploy a dynamic sales approach with a view of developing and maintaining key customers;
• Align sales approaches with customer budget cycles and fiscal limitations;
• Create an annual proposal model for customers of ICAO products and services.

Function 3 (incl. Expected results)

Lead Generation:

In coordination with management and experts at HQ and Regional Offices, if applicable, achieving results such as:

• Identify new potential customers for ICAO by:
  • Digital productivity tools such as email, LinkedIn, social media, etc.;
  • Marketing integration and opt-in forms;
  • In-person touchpoints such as tradeshows and business functions.
• Utilize CRM tools such as Microsoft Dynamics 365 to capture customer information and enter with associated notes;
• Collaboration of leads and sharing lead generation techniques within the ICAO business development team;
• Seek out contacts using LinkedIn and other technology.

Function 4 (incl. Expected results)

Management of Sales Standard Operating Procedures and CRM:

• Develop, review, and modify sales SOPs for the business development team;
• Manage the CRM365 sales funnel and opportunities dashboard for reporting to senior management;
• Act as the unit champion for processes related to the CRM365 sales functions with the marketing functions;
• Continually seek out new processes to improve the sales function within BDU, providing recommendations and applying best practices.

Function 5 (incl. Expected results)

Performs other related duties as assigned and required.

RESULT OF SERVICE

The incumbent is expected to deliver the following results:

• Business development and sales planning across the entire range of ICAO products;
• Generation of revenues through the sale of ICAO products and services, and enhancing partnerships in all areas;
• Achievement of sales targets each year according to the ICAO budgets for events, with a focus on reaching new-to-ICAO clients.

QUALIFICATIONS AND EXPERIENCE

Educational background

Essential

• A first-level university degree in Business Management or in a similar field.

Desirable

• International business certificate or diploma;
• Experience in project management and process flows for sales and marketing;
• Digital marketing certificate or diploma, including CRM training.

Professional experience and Knowledge

Essential

• A minimum of eight (8) years of experience in sales or business development with a proven track record of revenue generation, revenue growth and closing of sales;
• Experience in tradeshows/event management;
• Experience in dealing with the pressure of attaining sales targets in events and/or advertising and/or data products;
• High level of interpersonal skills to be able to adapt well to customer requirements in an instantaneous manner;
• Experience in partnerships negotiation with Governmental / UN Agencies or Industry Associations and development skills.
• A self-starter, with the ability to meet and exceed targets;
• Ability to manage multiple tasks and deadlines.

Desirable

• Tech- savvy, ability to navigate in a digital environment;
• Ability to present in a group setting;
• Experience in training, workshops and related sales.

Language Skill

*This would change depending on the post but the standard is the following

Essential

• Fluent reading, writing and speaking abilities in English.

Desirable

• A working knowledge of any other language of the Organization (Arabic, Chinese, French, Russian, Spanish).

CONDITIONS OF EMPLOYMENT

It should be noted that this post is to be filled for an initial period of one (1) year. Thereafter, renewal of the contract may be granted on a year-to-year basis, subject to availability of funds, operational needs, and satisfactory performance of the consultant. This is a full-time position requiring in-person presence of at least four days a week in the Montreal office.

Occasional weekend and evening work may be required to support conferences and events. The monthly rate for Band B varies from CAD 5,097 to CAD 8,122. Employment income from UN agencies is tax exempt in Canada.

HOW TO APPLY

Interested candidates must complete an on-line application form. To apply, please visit ICAO”s e-Recruitment website at: ICAO Career Website

NOTICE TO CANDIDATES

ICAO does NOT charge any fees or request money from candidates at any stage of the selection process, nor does it concern itself with bank account details of applicants. Requests of this nature allegedly made on behalf of ICAO are fraudulent and should be disregarded.