Job Title: Aviation Expert
Reports
To: CEO / Director
Role
Profile: The Aviation Expert is accountable to the CEO to provide
specific country account focus on markets of interest and importance to Air
Navigation & UAV growth, currently Kenya and other markets as assigned by
CEO/Pabari Board, principally:
Business
Capture: Building key relationships (customers, partners, network), promoting
ACRI capabilities (newly constituted core 4 pillars) and providing the
foundation for a more significant presence in region.
Developing
an intimate understanding of the regional market, identifying business
leads/opportunities and informing management on proposition development.
Delivery: Playing project management role on accounts/markets being managed as well for mature accounts/markets involving ATC training & simulation as required on assignment basis.
Promoting
core 4 Pillars:
1.
ANS services: Scope of operations includes all operational applications: AIS,
MET, ATC, and AFIS
2.
ANS Training Services
3.
Air Traffic Management (ATM)/ Communication, Navigation, Surveillance (CNS)
Consulting.
4.
Unmanned Aerial Vehicle Traffic Management, Urban Air mobility: UAM/UTM/ UAM
Financial, Regulations & Master Planning
Accountabilities:
Country
Account focused, to:
· Develop/maintain
country account plans and associated actions for nominated areas of
responsibility with a key country focus on on markets of interest and
importance to company growth, currently Kenya and other markets as assigned by
CEO/ Board
· Develop
and own individual country Business Development strategies, providing input to
the regional business development strategy defining regional market priorities
and route to market including any partnership strategy.
· Provide
market information and analysis to inform proposition development
· Develop,
define and deliver a 3-5 year order book pipeline capable of supporting
delivery of regional revenue targets
· To lead
country campaigns and capture plans, with responsibility for the
competitiveness and quality of all country bids
· Playing
project management role on accounts/markets being managed as well for mature
accounts/markets involving ATC training & simulation as required on
assignment basis.
· Within
the framework of existing exclusive partner support, define a country marketing
communications plan (including attendance at events/exhibitions) to support
pipeline development
· Reporting
– ensuring timeliness and accuracy of monthly Business Review reports and
inputs; ownership and management of relevant Account Management data via the
sales process
· Adherence
to, and timely application of, the commercial process
Qualifications,
Experience, Skills and Personal Qualities
· Experience
and proven track record of developing and selling in a B2G and B2B environment,
with an intimate understanding of the regional culture and business practices.
· Be able
to support the development of compelling business cases that successfully sell
to the highest levels of management, using excellent negotiation and
influencing skills
· An
inclusive and involving style, comfortable in matrix management environments
and with nonhierarchical structures.
· The
ability to assimilate and prioritize large volumes of complex financial and
technical data, identify key issues and solutions
· The
ability to work to tight timescales and deliver to commitments.
· Educated
to degree level or equivalent, preferably in a numerate or business discipline.
· Knowledge
of the civil aviation/defense markets would be advantageous.
Top
Attributes
· An
intimate understanding of the country culture and business practices.
· Experience
and proven track record of developing and selling in a B2G and B2B environment.
· Be able
to support the development of compelling business cases that successfully sell
to the highest levels of management, using excellent negotiation and
influencing skills
· Ability
to engage teams in matrix structures to maintain high quality and deliver
against demanding timescales.
· Knowledge
of the civil aviation/defense markets would be advantageous.
How to
Apply
Those
who meet the above job requirements should send their applications and updated
cv to the following email address; hr@pabarigroup.com on or before February 11,
2023
Chief
Executive Officer
Pabari Investments Ltd
P O Box 46279-00100
Nairobi