Programme Director Aviation Security (BD)

Employer: Olive Group
Location:Dubai, UAE (with international travel as required by the role)
Job Code HC/JC/697/2016


The role of the Programme Director Aviation Security is to act in a senior sales capacity for new and existing Aviation Security customers consistent with the sales strategy, targets, and budget set by the SVP Sales & Risk Management from time to time. He/she also acts as a Customer Relationship Manager for nominated key accounts.

The Programme Director Aviation Security reports to the SVP Sales and operates collaboratively with Country Security Directors and other effective management in the business to ensure the identification of and bidding for new business. He will also be responsible for producing Account Development Plans (ADP) for specific key accounts, for managing his/her sales funnel/tableipeline and report on individual sales opportunity progress.



MISSION

To identify and then exploit Aviation Security opportunities for new business consistent with corporate growth projection, while maintaining existing customer satisfaction.



KEY TASKS AND RESPONSIBILITIES


Bid/tableroposal writing and submissions through effective coordination with the Senior Bid Manager and such Bid Managers as may be assigned to support the particular bid process.
Interface with operational Country Management Teams and Delivery Team to ensure that new business won can be serviced by available resources and feed-back from the Country or Client Manager where service delivery falls so short as to prejudice the relationship with the client.
Interface with Finance and Contracts to ensure that records and pertinent sales data are captured and entered onto Sales Force or any equivalent software in order that the SVP Sales & Risk Management can reliably interrogate the programme to produce accurate sales forecasts.
Maintenance of client relations, requiring regular interaction with clients and record and report levels of customer satisfaction to ensure that Olive Group clients are encouraged to provide feed-back, are satisfied and issues arising are resolved.
Assist Country Management Teams with all aspects of business development and formulate plans to grow and expand Olive Group footprint and market share in their areas of responsibility. This includes provision of advice on pricing, reduction of costs and overheads.

ESSENTIAL QUALIFICATIONS AND EXPERIENCE:

Completion of tertiary education
Minimum 3 years’ sales experience preferably within a multi-national company
Comprehensive knowledge of the Aviation Security sector is essential
Completion of the AVSEC Professional Management course would be an advantage
Completion of a recognised Project Management course would be an advantage
Completion of a recognised Bid Management course would be an advantage

CAPABILITIES & SKILLS:


Excellent English language skills, oral and written
Excellent computer skills (Microsoft Outlook, Word, Excel, Power Point)
Demonstrable knowledge and experience of providing Aviation Security & Project Management skills to international standards
Working knowledge of airport operations and the placement of aviation security within those operations
Detailed knowledge of ICAO Annex 17 and working knowledge of the documentation required for a compliant operation (national Aviation Security Programme, national Training Plan, National Quality Plan
Advanced Salesforce CRM software working knowledge
Demonstrable experience of drafting detailed reports and presenting to clients
Demonstrable experience of leading a team of bid managers, devising proposal strategy and ‘Price to Win’ strategy Highly developed understanding of proposal management strategy and process

KEY COMPETENCIES:


Professional credibility and the capacity to motivate confidence in colleagues and clients
The ability to plan and deliver oral and written communications that make and impact and persuade their intended audience
The ability to think strategically and analyse the company’s competitive position by considering market and industry trends, existing and potential customers.
The ability to develop, maintain and strengthen relationships with clients, within the company and with external agencies
The ability to function effectively and remain focused when under pressure and ensure team objectives are met


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