Org. Setting and Reporting
The International Civil Aviation Organization (ICAO) sets international Standards and Recommended Practices (SARPs) for aviation safety and air navigation, security, and facilitation, and environmental protection. To that effect, ICAO is a knowledge-based organization engaged in activities to manage specialized international Civil Aviation standards and recommendation practices. At the same time, ICAO utilizes the assets of that knowledge to sell them in various forms as circulars, CD ROMs, documents, periodicals, audio-visual, mobile, web-based and other interactive online products. Furthermore, in order to maximize its global reach and impact, ICAO offers promotional activities in the form of symposiums, trade fairs and other related events. The Revenue Generating Activities (RGA) portfolio includes Training, Events, Databases, Collaborative Websites, Printing, Distribution and Conference Services. The revenues generated by these activities are necessary to support and sustain ICAO’s Regular Programmes, as these activities are initiated by different groups within the Bureaus. The Revenue and Product Management Section (RPM), located in the Capacity Development and Implementation (CDI) Bureau, is responsible for the overall strategic planning, stakeholders’ collaboration, coordination, promotion, and distribution of these sellable products and services. The Chief, RPM Section reports directly to the Director, CDI, with whom s/he consults on complex technical and managerial issues. As Chief, the incumbent supervises all Professional and General Service staff of the Section, as well as consultants. Supervisory responsibilities include technical supervision, coaching and training, as necessary, as well as performance evaluation, delegation and distribution of tasks, and decisions on priorities.
Responsibilities
Function 1 (incl. Expected results) Leads, supervises and manages the work and staff of the RPM Section, achieving results such as: • Administer the resources associated with revenue generating activities achieving the revenue generating objectives of the Organization. • Develop and implement the RPM Section operating plan, budget and Key Performance Indicators (KPIs), in line with CDI and organizational objectives, business needs and priorities. • Establish, monitor and report on performance and work plans for Section staff, ensuring appropriate distribution of workload, and adjusting priorities, as required. • Manage and oversee the development of communication initiatives across the Air Navigation and Air Transport Bureaus, ensuring alignment with strategic and business plans across the organization. • In coordination with the Finance branch, ensure periodic forecasting and data analysis of revenue generating activities, draw conclusions and formulate recommendations on subsequent actions. • Train, coach and support staff in all areas related to the work of the Section. Function 2 (incl. Expected results) Oversees the planning and organization of marketing, sales, e-commerce, printing and customer relationship management and related revenue generating activities, achieving results such as: • Plan and coordinate business case studies to determine feasibility of potential new revenue generating products and services. • Develop strategies to improve RPM portfolio performance considering products’ lifecycle. • Develop and periodically update the CDI Marketing Plan. • Develop and implement strategies to target specific markets to increase the customer base, as well as to increase revenues from existing customers. • Develop competitive analyses for products and services and produce an action plan stemming from insights obtained. • Oversee and coordinate marketing activities to achieve specific increased customer base and revenue targets. • Oversee activities of negotiation of exhibitor contracts, licensing, barter and royalty agreements for marketing events. • Implement and continuously enhance the Customer Relationship Management (CRM) system. • Lead negotiation of sales agency contracts, government agencies’ purchase contracts, licensing, barter and royalty agreements for publications. • Oversee the management and implementation of planned events and corresponding budgets to ensure smooth and effective running of events and thorough evaluation of the outcome after the events while tracking the efficiency of marketing campaigns. • Oversee the effectiveness of reproduction and distribution services for on-time product delivery. • Explore new partnership opportunities for product development and major events. • Develop and implement printing strategy to achieve increased revenue targets. • Oversee the development and update of RPM processes, procedures, templates and forms aligned with CDI’s overall quality management approach. Function 3 (incl. Expected results) Develops a strategic plan and leads the implementation of an Online Digital Platform for Web-based Information Sharing, Education and Business to Business (B2B) exchange in the International Aviation Sector, achieving results such as: • Develop a detailed business development Strategy with planning tools to implement the strategy. • Liaise with Bureaus and senior management to acquire and address all feedback concerning the online digital platform. • Establish a method of communication to ensure continuous monitoring, review and update to all stakeholders of content, revenue streams and commercial relationships with clients. • Propose and seek support for alternate methods to make customer relationships and sponsorships predictable, long-term and in-line with the core mandate and priorities of the organization. • Supervise and coordinate the institutionalizing of an online digital platform placing identifiable structures, as applicable, with primary responsibilities for its systematic implementation and coordination, monitoring and regular updates. • Integrate the digital online platform with existing e-commerce systems and CRM to ensure a coordinated digital approach for ICAO staff as well as stakeholders and support the migration of printed publications to digital distribution and sales. • Create risk management, cost-benefit analysis and due diligence processes for the online digital platform to ensure business continuity, predictable revenue streams and integrated product management. • Create common reporting requirements which would simplify the reporting process and reduce costs. Function 4 (incl. Expected results) Oversees the planning and implementation of new business and related activities, achieving results such as: • Oversee the planning, development and launch of new revenue generating products and services. • Liaise and coordinate with Bureaus and development teams with respect to the development of the revenue generation and online digital platform related products. • Develop a framework of operations, considering the scope of Regular Programme activities, to understand and utilize ICAO’s knowledge assets for potential revenue generation. • Develop and conduct a Competitive Landscape Analysis of partners, their priorities and characterization of their relationships/partnerships. • Define required systems for a consolidated and coherent approach for an integrated online digital platform strategy, adequate follow up and reporting to partners. • Establish and document flexible and efficient processes and procedures in order to manage new digital and information products on a continuous basis. Function 5 (incl. Expected results) Coordinates all revenue-generating activities of the Organization by servicing the Business Development Group and participating in the Revenue Generation Governance Board, achieving results such as: • Liaise and coordinate with other ICAO Bureaus and Offices, when necessary, on the development, review and update of relevant procedures and rules, business plan, pricing policy, and marketing/promotion strategy, related to revenue generating activities. • Prepare documentation for management and the governing body relating to revenue generating activities in order to facilitate their decisions on strategic outlines. • Act as Secretary liaising with the focal points from various Bureaus and Sections forming the Business Development Group. • Compile and integrate Organization-wide business plans and develop the revenue-generating elements of the corporate performance management system, analyse proposals and submit recommendations to the Governance Board. • Identify ICAO Intellectual Property development opportunities and recommend appropriate action. • Monitor the performance and revenue targets and propose coordinated and corrective actions, as necessary. Function 6 (incl. Expected results) Performs other related duties, as assigned.
Competencies
Professionalism: Extensive knowledge of current developments in the fields of customer relationship management, online marketing, electronic commerce, social media, digital solutions and software applications; Ability to produce reports and papers for presentation to senior management and governing bodies, and to review and edit the work of others. Ability to apply ICAO rules, regulations, policies and guidelines in work situations; familiarity with civil aviation activities and with the work of other related international organizations. Shows pride in work and in achievements; demonstrates professional competence and mastery of subject matter; is conscientious and efficient in meeting commitments, observing deadlines and achieving results; is motivated by professional rather than personal concerns; shows persistence when faced with difficult problems or challenges; remains calm in stressful situations. Planning and Organizing: Develops clear goals that are consistent with agreed strategies; identifies priority activities and assignments; adjusts priorities as required; allocates appropriate amount of time and resources for completing work; foresees risks and allows for contingencies when planning; monitors and adjusts plans and actions as necessary; uses time efficiently. Communication: Speaks and writes clearly and effectively; listens to others, correctly interprets messages from others and responds appropriately; asks questions to clarify, and exhibits interest in having two-way communication; tailors language, tone, style, and format to match the audience; demonstrates openness in sharing information and keeping people informed. Leadership: Serves as a role model that other people want to follow; empowers others to translate vision into results; is proactive in developing strategies to accomplish objectives; establishes and maintains relationships with a broad range of people to understand needs and gain support; anticipates and resolves conflicts by pursuing mutually agreeable solutions; drives for change and improvement; does not accept the status quo; shows the courage to take unpopular stands. Managing Performance: Delegates the appropriate responsibility, accountability and decision-making authority; makes sure that roles, responsibilities and reporting lines are clear to each staff member; accurately judges the amount of time and resources needed to accomplish a task and matches task to skills; monitors progress against milestones and deadlines; regularly discusses performance and provides feedback and coaching to staff; encourages risk-taking and supports creativity and initiative; actively supports the development and career aspirations of staff; appraises performance fairly.
Education
An advanced-level university degree (e.g. Master’s degree or academic equivalent) in business administration, marketing, economics, finance, or in a related field is required. A first-level university degree in combination with two (2) additional years of qualifying experience may be accepted in lieu of the advanced university degree.
Job – Specific Qualification
Not available.
Work Experience
• A minimum of ten (10) years of experience in progressively responsible positions in areas such as marketing and sales, business development, partnerships, fundraising, operations management, product development or related field is required. • Solid experience in strategic planning with demonstrated ability to implement strategies is required. • Proven track record related to revenue generation is required. • Experience in the field of aviation is desirable. • Experience in the development and implementation of change management initiative is desirable. • Experience in conducting negotiations in an international context is desirable. • Experience in working with the United Nations is desirable. • Experience in customer relationship management is desirable.
Languages
Essential • Fluent reading, writing, and speaking abilities in English. Desirable • A working knowledge of any other language of the Organization (Arabic, Chinese, French, Russian, Spanish).
Assessment
Evaluation of qualified candidates may include an assessment exercise which may be followed by competency-based interview.
Special Notice
The ICAO Assembly recently reaffirmed its commitment to enhancing gender equality and the advancement of women by supporting UN Sustainable Development Goal 5 “Achieve gender equality and empower all women and girls.” Female candidates are strongly encouraged to apply for ICAO positions, especially in the Professional and higher level categories. It should be noted that this post is to be filled on a fixed-term basis for an initial period of 3 years (first year is probationary for an external candidate). 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, in accordance with the provisions of the ICAO service code (Staff Regulations). 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 2013 Standards of Conduct for the International Civil Service into the ICAO Personnel Instructions. ICAO offers an attractive benefit package to its employees in accordance with the policies of the International Civil Service Commission (ICSC). The statutory retirement age for staff entering or re-entering service after 1 January 2014 is 65. For external applicants, only those who are expected to complete a term of appointment will normally be considered. Remuneration: Level P-5 Rate Net Base Salary per annum + Post Adjustment (net) per annum (*) USD $92,731 + USD $44,325 (*) Post Adjustment is subject to change.
United Nations Considerations
In accordance with ICAO Staff Regulations, the paramount consideration in the employment of the staff is the necessity of securing the highest standards of efficiency, competence, and integrity. Due regard shall be paid to the importance of recruiting staff on as wide a geographical basis as possible and ensuring equal gender representation. Subject to the foregoing, selection of staff members shall be made without distinction as to race, sex or religion, nor shall there be any discrimination on account of any disability of a candidate who meets the qualifications required to perform the tasks. Unless otherwise permitted under the ICAO Staff Regulations, appointment and promotion of staff members shall be made on a competitive basis. Candidates will not be considered for employment with ICAO if they have committed violations of international human rights law, violations of international humanitarian law, sexual exploitation, sexual abuse, or sexual harassment, or if there are reasonable grounds to believe that they have been involved in the commission of any of these acts. Candidates who have committed crimes other than minor traffic offences may not be considered for employment. Applicants are urged to follow carefully all instructions available in the online recruitment platform, Inspira. For more detailed guidance, applicants may refer to the Manual for the Applicant, which can be accessed by clicking on “Manuals” hyper-link on the upper right side of the Inspira account-holder homepage. The evaluation of applicants will be conducted on the basis of the information submitted in the application according to the evaluation criteria of the job opening and the applicable Staff Regulations and Rules, administrative issuances and guidelines. Applicants must provide complete and accurate information pertaining to their personal profile and qualifications according to the instructions provided in Inspira to be considered for the current job opening. No amendment, addition, deletion, revision or modification shall be made to applications that have been submitted. Candidates under serious consideration for selection will be subject to reference checks to verify the information provided in the application. Job openings advertised in Inspira will be removed at 11:59 p.m. (New York time) on the deadline date.
No Fee
ICAO does NOT charge any fees or request money from candidates at any stage of the recruitment process, nor does it concern itself with bank account details of applicants. Requests of this nature allegedly made on behalf of ICAO are fraudulent and should be disregarded.