JOHN MINASSIAN
Summary
Highly experienced business development executive, with an extensive national & international aerospace sales & business development background, as well as possessing multi-lingual skills. Equally experienced in high level negotiation skills, and the ability to manage and complete accounts to the highest standard and within agreed deadlines. Experienced business development professional with strong background in developing successful new business strategies to maximise selling opportunities. Proven success in preparing and delivering winning client proposals and business presentations to C-level executives.
Overview
49
49
years of professional experience
Work history
Aerospace Business Development Consultant
Freelance
, Surrey
01.2019 - Current
Business Development Manager
Royal Aeronautical Society
London
07.2018 - 12.2018
- The BDM's role involved delivering the continued growth of the Society's Corporate Partner Scheme, with the objectives of delivering effective marketing, new corporate partners, the retention of existing partners and accurate reporting
- It also involved the delivery of new revenue through advertising, sponsorship and other streams across the Society's core business areas
- Other responsibilities included being instrumental in ensuring that the Society continues to attract new and retain existing corporate partners, sponsors and advertisers, building and maintaining effective relationships with members, corporate partners, advertisers, sponsors and exhibitors with the aim of ensuring support and generating revenue for the Society's activities.
Aerospace Business Development Consultant
Freelance
, Surrey
03.2016 - 07.2018
Business Development Manager
Farnborough International Limited
Farnborough, Hampshire
05.2015 - 03.2016
- Reporting directly to the Commercial Director
- My role was to deliver sales targets for the Farnborough International Airshow (FIA) Space Zone, FIA general exhibition sales and international sales for the India Aviation Air Show
- I was required to ensure the consistency for profitable growth in sales revenues through positive planning and building client relationships
- I also identified objectives, strategies and action plans to improve short and long term sales and earnings
- Due to the nature of aerospace events, the Farnborough International Air Show and India Aviation both covered a two year cycle
- I delivered a successful India Aviation 2016 Air Show in Hyderabad at the end of March, having supported the Federation of Indian Chambers of Commerce and Industry over a period of 11 months.
Business Development Consultant
Freelance to Aerospace and Defence sector
, Surrey
08.2007 - 05.2015
- Engaged in representing companies providing consultancy services covering Structural Design, Structural Analysis, Structural qualification & software, as well as Technical Authoring Services and Logistic Support Analysis solutions
- Primary clients include civil, military and rotary airframe manufacturers, as well as defence organisations.
Business Development Manager
Verify Europe Limited
Milton Keynes, Buckinghamshire
10.2005 - 08.2007
- Europe, reporting directly to the U.S Executive Vice President, and responsible for managing and administering the promotion and direction of the marketing and sales activities, prospects and customers
- I was responsible for researching, identifying and cultivating business and customer development opportunities, submitting project details for final company approval
- I reported directly to the Executive Vice President, based at the company's Corporate Offices in the United States
- My primary role was for account development and retention, as well as implementing company marketing policy, contributing to the development of marketing tools and materials, identifying, categorising and developing sales targets
- I was also responsible for the preparation of proposals and subsequent contract revenues, as well as contributing to the design of the service product process
- I managed my allocated travel budget, preparing and submitting business development activity reports
- My then and prospective customers were leading international aerospace & defence companies, involved in all aspects of high technology manufacturing
- I was required to travel extensively within Europe to provide presentations and to discuss specific customer requirements, and to offer appropriate support solutions
- I was a member of the company's Business Development Team, as well as being one of the Company's six Account Executives, and frequently attended meetings in the United States.
- Established new customer accounts through dedicated cold calling and exceptional service.
Business Development Executive
Hertfordshire Business Incubation Centre
Stevenage, Hertfordshire
04.2003 - 09.2005
- Reported directly to the Project Manager, responsibilities included managing the interaction of the Enterprise Hub with start-up companies and entrepreneurs in the areas of business support, marketing and funding for the Aerospace, Defence, Biotechnology and ICT sectors, covering six counties
- The role involved building effective relationships with small to medium enterprises (SMEs), developing a network forum for local entrepreneurs, assisting spin-out and start-up companies with Business Plans, providing a route to finance using the Enterprise Hub's partners, distributing advice on access to national and international grant funding, finding options to support joint ventures, partnerships and licensing agreements locally, nationally and internationally, exploiting links with Science Parks to identify technology transfer and opportunities for collaborations and driving the Hub's campaign to develop structured partnerships with local companies
- Achievements included organising and hosting several key events and workshops for the Aerospace/Defence/ICT and Biotechnology sectors, which have proved to be highly successful and which resulted in collaborations, as well as forming new links between industry and academia
- Extensive databases for all sectors involved were also developed, as well as generating new opportunities for SMEs in the region, with continued support and advice given where required, including the provision of grants
- My role allowed me to contribute towards strategic plans and decisions, particularly in the aerospace/defence sectors in the region
- I initiated dialogue and strategies between SMEs and academic and government departments, with promising prospects generated for Prime and lower tier enterprises
- I participated in several major aerospace/defence projects involving collaborations and funding, and was appointed as Relations Manager between the Hub and a major international player in the aerospace/defence sector
- I also worked closely with the Design Council over the last year, and was responsible for the selection of six SMEs in their “ Humanising Technology” Pilot Programme.
Project Manager
UK & International Press Ltd
Dorking, Surrey
08.2002 - 04.2003
- Responsible for securing major contracts with international aerospace organisations for participation at Aerospace Testing Expo 2003, the only major international exhibition hosting companies providing aerospace testing services and equipment
- I was personally responsible for all business conducted in France, Spain, Italy, South America, Portugal and the French speaking regions of Canada
- I was also regularly involved in assisting my Director in conducting delicate negotiations with key international personnel involved in aerospace testing, often in languages other than English
- Most of my contracts were gained through personal contact with senior technical & commercial directors and managers, where a strong rapport and bond had been established over a period of time
- My prime objective was to be highly professional, a good communicator and listener, and in providing an excellent service to all my clients, including airframe designers, engine manufacturers, flight test centres, airlines, systems manufacturers and test equipment manufacturers, among others
- I was also responsible for securing advertisements and Technology Profiles in the Aerospace Testing International publication
- I was selected as Chairman and Moderator for the Open Technology Forum at the exhibition, and was responsible for the introduction of all international guest speakers from 48 companies, ensuring that the programme ran smoothly and within a tight time schedule
- I was selected for this role for three consecutive years ( 2003, 2004 & 2005 ).
Business Development Manager
Atlas Engineering Services Ltd
Ealing, London
11.1998 - 08.2002
- Responsible for generating new business opportunities with world airlines and aviation maintenance organisations for the provision of qualified aviation engineers and flight crew personnel
- These comprised licensed & unlicensed airframe, powerplant and avionics engineers, as well as design and stress engineers
- Constant telephone contact was maintained with key decision-makers, demanding good negotiation skills in a highly competitive market
- These were occasionally followed by visits to customer sites, where contracts for the provision of personnel were often finalised
- A high percentage of the job entailed selecting suitable candidates for the vacancies, and agreeing fees with the contractors as well as the clients
- I also occasionally assisted in the calculation and preparation and payment of wages to the Contractors.
Consultant & Business Development Manager
Euro-Pacific Aviation Limited
Gatwick, West Sussex
12.1996 - 11.1998
- Responsible for securing contracts and the development of new business opportunities of company's main business activities, which comprised contract flight crew recruitment and commercial/corporate aircraft sales & leasing
- The position demanded good business awareness and acumen, a thorough and up to date knowledge of the aviation and airline industries, and good interpersonal and persuasive skills
- The arena was an international one, often necessitating the use of foreign languages and the occasional visit to clients
- I was able to generate a substantial awareness of the company's capabilities within the aviation industry in a very short period, helping it maintain a high profile in a highly competitive market
- My responsibilities included the preparation of certain commercial proposals/contracts and daily contact with senior airline and corporate decision-makers
- I was able to develop an extensive database of current and prospective clients, using sophisticated software packages
- I worked closely with the General Managers of the Australian and U.K offices
- I was made redundant as a result of the company making cost cuts, following the Far Eastern financial crisis.
Technical Sales/Business Development Consultant
Hunting Aviation Limited ( Contract Services
Langley, Berkshire
05.1994 - 07.1996
- Responsible for generating new business opportunities for the provision of contract and permanent personnel to the aerospace and telecommunications industries internationally
- Responsibilities included continuous liaison with key decision making managers and directors, often negotiating in foreign languages
- Other functions included carrying out extensive market research exercises in order to identify new business opportunities, as well as generating new databases and spreadsheets for overseas based personnel
- Computer literacy was necessary for this post as it involved using Microsoft Office software
- I was able to generate substantial interest in the company's capabilities in different countries, primarily for the telecommunications sector and was able to arrange important meetings for senior management overseas
- On termination of my contract, a fully qualified Telecommunications Engineer was recruited to concentrate on Telecommunications vacancies.
Sales & Marketing Engineer
Airsupply International, Allied Signal Aerospace Company
Windsor, Berkshire
04.1990 - 10.1994
- Responsible for the marketing and sales of products for several established US Aerospace companies
- Travelled widely within the U.K, generating and securing new business opportunities, dealing with civil & military establishments, comprising airlines, airframe and engine manufacturers, as well as aviation authorities
- Carried out extensive market research exercises varying in length and complexity for distribution to senior US and European executive colleagues
- Was actively involved with the Civil Aviation Authority on a major international programme.
Assistant Technical Sales Manager
Smiths Industries, Aerospace, Defence Systems
Roehampton, London
04.1986 - 03.1990
- Responsible for the sales of Aero-engine Ignition and Thermometry systems, in addition to vetting incoming requests for proposals and quotations for new business
- I was responsible for ensuring that proposals were expediently despatched to meet contract deadlines
- Worked closely with Commercial, Design, Engineering, Science and Quality departments and maintained an up-to-date knowledge of the Aerospace market for current and future opportunities
- Held responsibility for all French business activities, travelling frequently overseas and attending technical and commercial meetings
- Maintained familiarity with design, marketing and quality procedures and ensured that company was included on all relevant bidders' list
- Stood as Deputy Stand Manager at the 1987 Paris Air Show.
Marketing & Sales Engineer
Leigh Instruments (U.K.) Ltd
Hanworth, Middlesex
07.1983 - 04.1986
- Primarily responsible for the marketing & sales of Canadian mother company's aerospace products comprising Flight Data Recorders (Black Boxes) and a variety of flight safety associated systems
- Worked closely with company's directors and product managers both in the U.K and Canada
- Prepared and submitted quotations to major U.K
- And European aerospace organisations, travelling extensively throughout Europe for which I was totally responsible
- Underwent product familiarisation training in Canada in 1984, often travelling with product specialists throughout Europe
- Organised company's attendance at major aviation exhibitions such as the Farnborough and Paris air shows and was privileged in appearing live on Italian television by invitation to talk about Flight Safety equipment in March 1986.
Internal Sales Engineer
Meggitt Aerospace
Croydon, Surrey
06.1981 - 07.1983
- Responsible for the sales and preparation of technical & commercial proposals to major home and international aerospace organisations
- Products included flight instruments, engine life recorders, accelerometers and engine health recorders
- Other responsibilities included raising prospect bulletins, liaising with engineering and commercial personnel, assisting ongoing and potential customers with technical and commercial enquiries and the preparation of financial prospect schedules for the company's four sites
- Also appointed and involved in writing software to calculate and display market trend graphs
- Attended and assisted in organising company's exhibition at the 1982 Farnborough Air Show.
Aeronautical Engineering Apprentice
British Aerospace
Kingston upon Thames, Surrey
09.1974 - 06.1981
- For 4 years, qualifying as a Product Support Engineer in 1978
- Trained in the design, engineering, manufacture and flight testing of aircraft, having worked in all the major technical and commercial departments including the Design Office, Ground Test Services, Experimental, Purchasing, Performance Prediction, Airframe Repairs, Product Support, Quality & Reliability, Flight Testing and Inspection departments
- Technically and commercially supported a British Aerospace team based overseas following my qualification as a Product Support Engineer.
Education
ONC Engineering and HNC - Mechanical Engineering
Kingston College and Polytechnic
1978
Other external courses attended include computer programming training and management sales training. Aeronautical Engineering Apprenticeship - undefined
Putney College for Further Education, British Aerospace Military Aircraft Division
1974
Skills
- CORE SKILLS
- Communication & Interpersonal skills Collaboration Skills
- Negotiation & Persuasion skillsProject Management Skills
- Research & StrategyComputer Skills
- Business Intelligence
- Open and clear communicator
- Networking ability
- Relationship management
- Consultative and relationship selling
- Revenue development
- Brand building
Additional Information
- British National
Languages
Arabic
Upper intermediate
B2
French
Advanced
C1
Armenian
Advanced
C1
Italian
Elementary
A2
Timeline
Aerospace Business Development Consultant
Freelance
01.2019 - Current
Business Development Manager
Royal Aeronautical Society
07.2018 - 12.2018
Aerospace Business Development Consultant
Freelance
03.2016 - 07.2018
Business Development Manager
Farnborough International Limited
05.2015 - 03.2016
Business Development Consultant
Freelance to Aerospace and Defence sector
08.2007 - 05.2015
Business Development Manager
Verify Europe Limited
10.2005 - 08.2007
Business Development Executive
Hertfordshire Business Incubation Centre
04.2003 - 09.2005
Project Manager
UK & International Press Ltd
08.2002 - 04.2003
Business Development Manager
Atlas Engineering Services Ltd
11.1998 - 08.2002
Consultant & Business Development Manager
Euro-Pacific Aviation Limited
12.1996 - 11.1998
Technical Sales/Business Development Consultant
Hunting Aviation Limited ( Contract Services
05.1994 - 07.1996
Sales & Marketing Engineer
Airsupply International, Allied Signal Aerospace Company
04.1990 - 10.1994
Assistant Technical Sales Manager
Smiths Industries, Aerospace, Defence Systems
04.1986 - 03.1990
Marketing & Sales Engineer
Leigh Instruments (U.K.) Ltd
07.1983 - 04.1986
Internal Sales Engineer
Meggitt Aerospace
06.1981 - 07.1983
Aeronautical Engineering Apprentice
British Aerospace
09.1974 - 06.1981
ONC Engineering and HNC - Mechanical Engineering
Kingston College and Polytechnic
Other external courses attended include computer programming training and management sales training. Aeronautical Engineering Apprenticeship - undefined
Putney College for Further Education, British Aerospace Military Aircraft Division
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