Senior Data Sales Associate – RPM
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. ICAO is a knowledge-based organization engaged in the development of intellectual property. The Revenue and Product Management Section is part of the Capacity Development and Implementation (CDI) Bureau, focusing on revenue-generating activities, including events, training, publications, periodicals, databases, websites, and printing. These activities support ICAO’s Strategic Objectives related Programme Support.
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 BDU Product Manager, the Senior Data Sales Associate 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
Sales Project Lead – ICAO Data Products
- Develop sales campaigns with a view of meeting revenue targets in the following products and areas:
- Data Plus;
- WASA;
- APIs;
- ICAO Carbon Emissions Calculator (ICEC);
- GIS, FIRs, and related Geo-Location products;
- Licensing and partnerships.
- Assist in the development and management of data products as required;
- Contribute to lessons learned by the end of each budgetary cycle.
Business Development, Networking, and Closing
- Develop, maintain, supplement and nurture a funnel/pipeline of sales leads;
- Conduct sales of all ICAO Data products using techniques such as in-person and virtual meetings, webinars, data seminars, phone calls and e-mails;
- 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 and enter sales into budgetary cycles.
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 to develop the ability to effectively discuss ICAO data products;
- Organize ICAO data events in the regions for greater awareness and sales prospecting, in collaboration with Regional Offices.
CRM Management, Financial/Contracts, and Electronic Data Tools
- Utilize 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 communications and agreements related to data products;
- In collaboration with the Product Manager, continuous development of standardized legal agreements/templates for data products.
Data Products Operations and Client Support, managing and assisting in the following:
- Customer queries from CADS, Data+, API, and ICEC inboxes;
- Data+, Aero Tariffs, and WASA onboarding;
- Follow up with ICT regarding the abovementioned applications and any issues that may arise;
- Custom reports requests from existing clients for Data+ and APIs;
- Product management and operational tasks for all applications;
- Pricing for all data products in collaboration with Product Manager;
- Data product website maintenance;
- Licensing agreements sales, document follow-up, and renewals;
- Any other data product modifications in general, including the online store.
- Performs other related duties, as assigned.
- Master’s degree in Business or in a related field.
- IT, Network and Data courses or certificates;
- Sales and Marketing related courses.
- A minimum of ten (10) 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 sector;
- Experience in selling aviation data products to industry and other markets;
- High level of interpersonal skills to be able to adapt well to customer requirements in an instantaneous manner.
- Experience in tradeshow environments, training, and workshops;
- Tech- savvy, ability to navigate in a digital environment;
- Ability to present in a group setting;
- Project management skills.
- Fluent reading, writing and speaking abilities in English.
- A working knowledge of any other language of the Organization (Arabic, Chinese, French, Russian, Spanish).
This ongoing consultancy is structured on an annual renewal basis, subject to performance and budget availability. As a consultant, this position does not include paid vacation/holiday days, insurance, or pension benefits. Consultants will not be paid for vacation days, sick days and national holidays.
Compensation is provided at a monthly rate (Band B) ranging from CAD 5,097 to CAD 8,122. The consultant is expected to work on a full-time basis and will be required to work on-site at ICAO Headquarters in the Montreal office 5 days a week. Occasional weekend and evening work may be required to support conferences and events. Employment income from UN agencies is tax exempt in Canada.
Interested candidates must complete an on-line application and include their portfolio or website link in the application.
