Event Sales Lead - Business Development Unit (BDU)

Contract

This is a Consultancy contract. More about Consultancy contracts.

Result of Service

The incumbent is expected to deliver the following results: * Generate revenues through the sale of ICAO events and other CDI products and services; * Provide a continuous sales-intensive approach to business development; * Work in a sales environment to deliver sales targets based on established budgets.

Work Location

Montreal

Expected duration

It should be noted that this post is to be filled for an initial period of 12 months.

Duties and Responsibilities

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. Thus, ICAO is a knowledge-based organization engaged in the development of intellectual property. The Revenue and Product Management (RPM) Section is part of the Capacity Development and Implementation (CDI) Bureau and is focused on the revenue-generating activities of the Organization. The portfolio of revenue-generating activities includes publications, periodicals, databases, websites, training, printing, and events. The revenues generated by these activities are required to promote the implementation of ICAO’s Strategic Objectives and to carry out related Programme Support. The Section is responsible for the overall strategic planning, stakeholders’ collaboration, coordination, promotion, and distribution of these sellable products in close coordination with the other Bureaus/Offices of the Organization. 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. The incumbent will report directly the Head of the Business Development Unit (H/BDU) with whom s/he consultants on a regular basis. S/he will work with the rest of the BDU team and ICAO stakeholders to perform business development and sales activities. In addition, the incumbent will concentrate on enhancing partnerships with industry, ICAO Member States, other UN agencies, intergovernmental institutions, NGOs, and industry associations within an event sales environment. S/he must possess strong diplomatic sensitivity ability coupled with international business development experience. MAJOR DUTIES AND RESPONSIBILITES Function 1 (incl. expected results) Sales and Sales Funnel Management for ICAO events with a focus on Environment events: • As part of the emerging mandate and importance of environmental events, developing a sales funnel of leads and contacts; • Managing and growing the sales funnel for each assigned ICAO event to support not only revenue targets but the Strategic Objectives of the organization; • Leading and selling of exhibition and sponsorships for ICAO events; • Continuous interfacing with the ENV Branch to explore new sales opportunities; • Working with marketing to help with prospecting and business development through a database of contacts; • Prospecting and building sales opportunities by in-person attendance at tradeshows, digital searches and other networking opportunities. Function 2 (incl. expected results) Development of Exhibition, Sponsorship, and Sales Contracts: • Seeking out new opportunities and partners to close with a view of increasing sales of CDI products and services; • Upselling existing and referred clients with a view of increasing portfolio values and billing; • Developing and managing annual plans for customers wishing to commit to multiple ICAO products in a given calendar year. Function 3 (incl. expected results) Collaborative Sales Efforts: • Within the ICAO context, securing revenues based on specific sales targets, key performance indicators (KPIs), and business development targets; • Prospecting and building sales opportunities for sponsors and exhibitors for events at ICAO Headquarters and in the Regions, sharing expertise and cross-selling clients to other events; • Using CRM: updating CRM contacts and capturing all activities into CRM to share with the sales team; • In Sales scrums sharing sales techniques and information with a view of maximizing business opportunities for CDI; • Providing sales coaching and motivation to other Sales team members. Function 4 (incl. expected results) Event Coordination and Operations Support: • Executing events, specifically in the operational rollout of the exhibition and sponsorship areas; • Assisting in the development and management of services such as labour, exhibition suppliers, caterers, entertainers, and registration with a view of ensuring a smooth execution of the event; • Collaborating with Venue and Events Management (VEM) focal points on the delivery of events; • As required, supporting headquarters events in the region on-site by executing project plans using standard operating procedures and checklists. Function 5 (incl. expected results) Any other duties as required to help CDI sales and business development needs.

Qualifications/special skills

Educational Background: A first level university degree in business administration, commerce and/or marketing is required. Professional Experience and Knowledge: At least fifteen (15) years of proven direct sales experience and closing skills, managing accounts and detailed tradeshow expertise is required. Track record of sales experience within a UN context or government environment is desirable. Experience in aviation environment sales is desirable.

Languages

Essential Fluency in reading, writing and speaking abilities in English. Desirable A working knowledge of a second language of the Organization (French, Arabic, Spanish, Chinese, Russian).

Additional Information

It should be noted that this post is to be filled for an initial period of 12 months. Thereafter, renewal of the contract may be granted on a year-to-year basis, subject to availability of funds, operational needs, and satisfactory performance of the consultant. Please note that the monthly remuneration will be a base salary plus milestones once sales targets are achieved. The total monthly rate for Band B varies from CAD 5,097 to CAD 8,122.

No Fee

THE UNITED NATIONS DOES NOT CHARGE A FEE AT ANY STAGE OF THE RECRUITMENT PROCESS (APPLICATION, INTERVIEW MEETING, PROCESSING, OR TRAINING). THE UNITED NATIONS DOES NOT CONCERN ITSELF WITH INFORMATION ON APPLICANTS’ BANK ACCOUNTS.