Chief Business Officer/Growth Head - IT/Aviation Sector

Chief Business Officer/Growth Head (Global Role) - IT Org in Aviation Sector

- Given below the position details with a Leading IT Products & managed services provider for the Aviation industry.

- The Company is an end-to-end, Cloud based, IT Product & managed services provider for the aviation industry. At present, the Company is the primary solutions partner for multiple Airports in India. Also expecting to soon provide similar services for other major airports in India and globally.

- The Company sources airport systems infrastructure and applications directly from OEMs and integrates these with some locally developed apps, undertaking the responsibility of providing integrated Cloud based managed services at the airports. The strategy is to replicate the successful adoption of this Cloud based digital airport Platform with airports globally.

Position - Chief Business Officer/Growth Head (Global Role)

Job Location - Flexible on location.

Reporting to the CEO

JOB DESCRIPTION:

- This is a highly visible position in which the executive job holder will leverage his/her extensive aviation business and systems experiences to provide skilled commercial and business leadership for a Digital Cloud services provider dedicated to the airport sector.

- Business leader in this role will grow the sales and marketing including the identification and recruitment of talent to form a high performance, industry leading team. Also experienced in Strategic Finance and partnership areas where he/she can lead/support a global organization raise financing for its growth as well as carve out new strategic partnerships.

- The executive will have a proven track record of success in not only running, nurturing the existing business but also ramping it up for newer opportunities.

Roles & Responsibilities:

Lead Customer Engagement and key Support as well as Growth functions:

- Lead transformational engagements for airport customers providing managed services solutions to improve customer experience and create new opportunities.

- Build competencies and assets, as needed, inside key functions in the company to demonstrate and deliver maximum business value to the airport customers.

- Lead partnership and alliances for business development & sales in regions or specific services/product lines.

Build a high-performance team:

- Recruit sales leaders in aviation and digital solutions in selected geographies to develop a high-performance team

- Manage the team remotely through regular and effective communications and travel to the relevant geographies

- Support and mentor the members of the business development team, encouraging collaboration with the solutions and services functions in the company

- Set clear financial and non-financial targets for all in the team, tracking and managing their achievement over time

Build and Shape Sales pipeline:

- Leverage consultative selling by networking with Airport CXOs, and senior executives to, identify new opportunities, strengthen the sales pipeline and the win probability.

- Proactively engage with clients and develop/maintain senior executive relationships to help build brand profile and further new business opportunities for the Company

- Contribute to the rapid growth of the Company by meeting and exceeding sales targets.

- Create and upkeep of the collaterals which are needed in this role - ex websites, flyers, case studies, social media positioning, industry bodies etc.

Provide Thought Leadership:

- Drive airport business transformation and improvement by bringing market knowledge, insights & thought leadership to customers and prospects

- Participate in industry events & forum and develop industry insights and conduct innovative industry specific workshops for clients

Finance strategy:

- Develop the financing strategy for new BIDs/opportunities/M&As in coordination with finance, bid mgmt teams etc.

- Advise the CEO on any ad-hoc financial analyses such as new BD opportunities, new investment / revenues models and investments for new product development

- Undertake risk management - identify, assess, monitor, and manage financing & regulatory risks such as over/under leverage, compliance issues, and other risks that could affect the business.

- Receivables tracking and timely closures with the customers. Encourage good governance and practices at both sides.

Stakeholder management:

- Manage relations with lenders / banks for the entire duration of the financing arrangement

- Represent the company during meetings with existing or potential investors

M&A:

- Keep abreast of financing and investment transactions in the industry to create market comparable

- Support due diligence activity by identifying external agencies for tax and legal DD, where required, negotiate terms of appointment after necessary budgetary approvals. Coordinate with advisors during tax and legal DD and report the results including risks involved to the CEO

- Ensure that all regulatory and compliance requirements are met, and requisite approvals are obtained for cross-border and domestic deals

- Ensure that international and domestic taxation laws are complied with; understand all tax implications of the transaction

Working Experience and Qualification:

- A proven track record of leadership and success in various facets like business planning, execution/delivery of technology solutions and/or managed services solution, customer relationship development, financial management and people, stakeholder management.

- The successful candidate will be educated to business/technology degree level or higher or other advanced degree or professional qualification in a relevant domain. They will have outstanding written and oral communication skills.

- The successful candidate will have a strong working knowledge of one or more of the sub-segments of the aviation and transport industries and the effective adoption of digital, mobile and social technologies within those.

- The ideal candidate will likely have twenty plus years of overall business experience, including time working with or for one of the top management/technology consulting and/or technology services firms.