The International Civil Aviation Organization (ICAO) sets the international Standards and Recommended Practices for aviation safety, security, efficiency and environmental protection. ICAO sells these published standards in form of annexes, circulars, CD Roms, documents, periodicals, audio-visual and online products. Furthermore, ICAO is offering promotional activities in form of symposiums, trade fairs and other events. The revenues generated by these sales and promotional events are vital for the continuous services offered by ICAO. As these publications and promotional events are initiated by different internal entities within the Organization, the Revenue Generating Activities Section (RGA) is responsible for the overall coordination of the planning, promotion and distribution of these sellable products and takes the lead in the arrangement of the promotional events.
Under the overall direction of the Director of the Administration and Services Bureau (ADB), the position reports directly to the Deputy Director ADB with whom s/he consults on complex technical issues. Furthermore, the incumbent, as Chief of the RGA Section supervises all Professional and General Service staff of the Section as well as additional staff when required. The supervisory level includes technical supervision, coaching and training if necessary, as well as performance evaluation, delegation and distribution of tasks and decision on priorities.
Major duties and Responsibilities
Function 1 (incl. Expected results)
Leads, supervises and manages the work and staff of the RGA Section, achieving results such as:
- Organise and manage assigned resources to provide timely and effective service delivery
- Develop operational plans for the Section and supervise, monitor and report on its implementation
- Prepare budget proposal of the RGA Section, monitor expenses and take decision on corrective action if required. Definition of work strategies for the section to ensure coordinated revenue generating activities throughout the Organization.
- Ensure timely and accurate preparation of monthly and periodic reports and statistical data and analysis on the work of the Section for management
- Definition of RGA plan, strategy and budget in line with business needs and priorities
- Establish, monitor and report on annual performance and work plans for Section staff, ensuring appropriate distribution of workload, and adjusting priorities, as required, in order to meet operational needs.
- Implement continuous improvement in human resource management to ensure customer orientation.
Function 2 (incl. Expected results)
Manages sales and customer relationship activities and bridges marketing programmes with production, sales and revenue generating activities, achieving results such as:
Leads, supervises and manages the work and staff of the RGA Section, achieving results such as:
- Organise and manage assigned resources to provide timely and effective service delivery
- Develop operational plans for the Section and supervise, monitor and report on its implementation
- Prepare budget proposal of the RGA Section, monitor expenses and take decision on corrective action if required. Definition of work strategies for the section to ensure coordinated revenue generating activities throughout the Organization.
- Ensure timely and accurate preparation of monthly and periodic reports and statistical data and analysis on the work of the Section for management
- Definition of RGA plan, strategy and budget in line with business needs and priorities
- Establish, monitor and report on annual performance and work plans for Section staff, ensuring appropriate distribution of workload, and adjusting priorities, as required, in order to meet operational needs.
- Implement continuous improvement in human resource management to ensure customer orientation.
- Function 3 (incl. Expected results)
Manages the planning and organisation of marketing, events and other revenue generating activities, achieving results such as:
- Definition of key performance indicators (KPI’s) for marketing events and direction towards their implementation
- Lead negotiation of exhibitor contracts, licensing, barter and royalty agreements for marketing events
- Oversee the management and implementation of planned events and revenue generating activities to ensure a smooth and effective running during the event and thorough evaluation of the outcome after the event.
- Direct the implementation of the strategic communication plan to increase awareness of ICAO events and products among key decision-makers in all relevant sectors of industry
- Management of event budgets from creation through final event realization while tracking the efficiency of marketing campaigns.
- Act as a moderator at the vendors’ presentations to delegates during the event.
Function 4 (incl. Expected results)
Coordinates all revenue generating activities of the Organization by servicing the ICAO Advisory Committee on Revenue Generating Activities, achieving results such as:
- Act as Secretary to the ICAO Advisory Committee on Revenue Generating Activities
- Act as Chairman of the Working Group on RGA supporting the Committee
- Liaise with the RGA Focal Points from various Bureaux and Sections forming the Working Group
- Compilation of Organization-wide business plans linked to revenue generating activities, analysis of contents and submission of recommendations to the Advisory Committee
- Preparation of background documentation for the Advisory Committee in order to facilitate their decision on strategic outlines
- Identification of ICAO Intellectual Property and recommendation of appropriate action
- Ensure RGA targets and forecasts are met through coordinative actions
- Ensure maximisation of revenue generating results and activities
- Periodic review of performance forecast and recommendation of appropriate corrective actions
Function 5 (incl. Expected results)
Facilitates and coordinates the development of marketing strategies and communication business plans with a view to harmonize all revenue generating activities throughout the Organization, achieving results such as:
- Formulate policies and provide advice on development of conceptual strategy for the implementation of the marketing programme of the Organization
- Sourcing of innovation and future market needs both in products and services, including liaison with technical organizational entities to obtain market information. This includes evaluation of potential marketing opportunities against organizational goals
- Management of customer requirements and expectations, as well as oversee the analysis of the competition in the market in order to develop proposals for new business opportunities.
- Creation and management of corporate positioning and differentiation of ICAO products. This includes development of proposals for channel specific and cross-channel communication initiatives, ensuring strategic alignment with business plans across the Organization
- Supervise budget and sales forecasting and impact analysis of revenue generating activities, draw conclusions and formulate recommendations on subsequent actions.
Qualifications and Experience
Educational background
Second level university degree in business administration, preferably with specialisation or additional degrees in marketing, economics, law, finance or related field.
Professional experience and knowledge
- Extensive experience (preferably 10 years) in progressively responsible positions in Management of Marketing Activities, Sales Publications or Conference Services, Resource Mobilisation, Customer Relationship, Customer Account Management or related field
- Work experience in the private sector combined with experience in the public sector and/or large international organizations in any of the above areas is highly desirable.
- Substantive leadership experience with responsibility for managing professional and support staff, meeting budget targets and fostering positive working relationships
- Online marketing management experience and knowledge of social networks, platforms and other modern applications to sell products and services
- Comprehensive project management skills, including the ability to independently manage multiple projects, meet deliverable dates, prioritize and organize effectively, and pay close attention to detail
- Corporate marketing experience with a focus on business-to-business (B2B) marketing, preferably in the aviation industry
- Demonstrates financial awareness, consistently produces financial results, controls costs and thinks in terms of profit, loss and added value, while adhering to the mission of the Organization. Experience in financial standards, such as IPSAS is an added value.
Language Skills
Fluency in English and working knowledge of a second language of the Organization (Arabic, Chinese, English, French, Russian, Spanish), preferably French.
Competencies
- Leadership: The person is in a role where serving as a role-model, translating vision to results, developing strategies; gaining support and driving for improvement are valued.
- Creativity: The willingness and ability to develop new ideas, improve existing processes, and thinking “outside of the box’.
- Vision: The person is in a role where the ability to understand and communicate strategic issues is valued.
- Customer Orientation: The willingness and ability to see things from the customers’ perspective anticipate customer needs and concerns; find appropriate solutions for customers and keep customers informed.
- Planning and Organizing: The ability to set clear goals, to prioritize, to anticipate problems or risks and use time efficiently.
- Communication: The ability to convey oral communication clearly and concisely; listening to understand, and asking questions to verify understanding.
Conditions of Employment
It should be noted that this post is to be filled on a fixed-term basis for an initial period of one year. ICAO staff members are international civil servants subject to the authority of the Secretary General and may be assigned to any activities or offices of the Organization within the duty station.
ICAO staff members are expected to conduct themselves in a manner befitting their status as international civil servants. In this connection, ICAO has incorporated the 2001 Standards of Conduct for the International Civil Service into the ICAO Personnel Instructions. A copy of the Standards of Conduct as well as the summary of benefits is available on the ICAO employment website at http://www.icao.int/Employment
The statutory retirement age for staff entering or re-entering service after 1 January 1990 is 62. For external applicants, only those who are expected to complete a term of appointment will normally be considered.
How to apply
Interested candidates must complete an on-line application form. To apply, please visit ICAO's e-Recruitment website at: https://careers.icao.int.
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