Sales Specialist for ESAF/WACAF – RPM

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Job Opening
Job Opening ID: 222618
Job Network : Management and Administration
Job Family : Administration
Category and Level : Consultants, CON
Duty Station : MONTREAL
Department/Office : International Civil Aviation Organization
Date Posted : Nov 24, 2023
Deadline : Dec 7, 2023

Result of Service
The incumbent is expected to deliver the following results:
● Supports the efforts and enhance the profile of the ICAO Regional Offices of ESAF and WACAF;
● Generates revenues through the sale of ICAO products and services, and enhancing partnerships in the concerned areas served by the Regional Offices;
● Addresses State priorities in revenue generation in the two (2) Regional Offices.
Work Location
Dakar
Expected duration
12 months
Duties and 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 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 Product Manager, the Sales Specialist for Regional Office areas ESAF/WACAF – 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. In addition, the incumbent will concentrate on enhancing partnerships with other UN agencies, intergovernmental institutions, NGOs, and industry associations. Efforts in Eastern and Southern Africa (ESAF) and Western and Central Africa (WACAF) will be the focus. S/he must possess strong diplomatic sensitivity ability coupled with international business development experience.

MAJOR DUTIES AND RESPONSIBILITIES
Function 1 (incl. expected results)
Enhancing Partnership Opportunities:
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 the concerned Regional Offices (ESAF and WACAF), as applicable, achieving results such as:
● Seeks out partnerships with other UN Agencies, intergovernmental bodies, multimodal constituents, NGOs, and industry associations with a view of supporting Member States while generating potential revenue streams;
● Coordinates funding opportunities and projects for States through prospects and relations with multilateral development banks;
● Develops and maintains a database of partners and organize meetings as required;
● Links ICAO activities to the priorities of other partners to create win-win scenarios resulting in revenue generation;
● Provides briefing notes to management on potential partnerships and related opportunities;
● Develops project plans and business cases for RPM-BDG review as required on partnership in the concerned areas served by the Regional Offices.
 
Function 2 (incl. expected results)
Coordination Lead – ESAF/WACAF Regional Events and Revenue Generating Products:
In coordination with management and experts at HQ and the concerned Regional Offices (ESAF and WACAF), as applicable, achieving results such as:
● Assists in the overall planning and execution of revenue-generating events for concerned areas served by the Regional Offices;
● Ensures regional events, as part of the Global Events Strategy, utilize existing tools, templates, and procedures;
● Develops a sales action plan for each regional event(s);
● Attains pre-determined sales targets each year for the areas served by the Regional Offices, with a focus on reaching
new-to-ICAO clients;
● Tracks progress from both a revenue generation and an operational execution viewpoint;
● Sales of other ICAO revenue-generating products in the concerned areas served by the Regional Offices (e.g., ICAO TV, Data Products);
● On an annual basis, provides a regional viewpoint of revenue generation as a lessons-learned exercise.

Function 3 (incl. expected results)
Support, Enhance, and Increase the Profile of the Regional Offices:
In coordination with management and experts at HQ and the concerned Regional Offices (ESAF and WACAF), as applicable, achieving results such as:
● Contributes to work on promotional efforts such as articles on UnitingAviation.com, video content on ICAO TV, websites, and social media;
● Establishes a State-centric approach and communicates successes;
● Generates opportunities for CDI products and services in the concerned areas served by the Regional Offices in collaboration with Headquarters by developing business cases and situational analysis;
● Tracks and links State Development Plans with ICAO Regional Office activities;
● Assists the ICAO Regional Offices in creating better engagement with Member States by communicating ICAO Initiatives and Strategic Objectives;
● Grows the ICAO Brand in the concerned areas served by the Regional Offices.

Function 4 (incl. expected results)
CRM Management, Financial, Technology, and Electronic Data Tools/Filing:
In coordination with management and experts at HQ and the concerned Regional Office (ESAF and WACAF), as applicable, achieving results such as:
● Utilizes of CRM tools such as Microsoft Dynamics 365 to capture customer information;
● Captures sales reports and client data and sharing of real-time information via electronic task management tools;
● Seeks out contacts using LinkedIn and other technology;
● Creates invoices and collects funds from clients;
● Collaborates with the RPM team on email campaigns using CRM.

Function 5 (incl. expected results)
Performs other related duties as assigned related to the Regional Offices.
Qualifications/special skills
Essential
A first-level university degree in business or in a related field.

Desirable
● International business certificate or diploma;
● Digital marketing certificate or diploma, including CRM training.
Essential
● A minimum of five (5) years of experience in a business development or project coordination role with a proven track record of revenue generation and revenue growth;
● Knowledge of International markets and business development with respect to regional diversity;
● Ability to seamlessly transition from a revenue-generating role to a project coordination role;
● High level of interpersonal skills to be able to adapt well to customer requirements in an instantaneous manner, outstanding listener with humility and patience;
● Experience in partnerships with Governmental / UN Agencies or Industry Associations.
Desirable
● Ability to draft briefing notes and business cases;
● Experience in tradeshows (exhibiting);
● Tech- savvy, ability to navigate in a digital environment;
● Sales knowledge the ability to present in a group setting;
● Partnership negotiation and development skills.
Languages
Essential
Fluency in reading, writing and speaking abilities in English and French.

Desirable
A working knowledge of a third language of the Organization (Arabic, Spanish, Chinese, Russian).

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