Position 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