Regional Implementation Manager – EMEA

Our client is an international aviation technology company developing innovative IoT-based asset tracking solutions for the aviation industry. Their technology provides airlines and aviation operators with continuous visibility of critical aviation assets, helping customers improve asset utilisation, reduce losses, control costs, and increase operational efficiency.

 
They are seeking a Regional Implementation Manager to take ownership of customer implementation and adoption across Europe, the UK, Middle East, and Africa. This highly customer-facing role combines aviation operations, IoT technology, implementation, data analysis, and customer success, working directly with customers from pre-sales trials through to deployment, training, adoption, and ROI realisation.

Key Responsibilities
Customer Deployment & Implementation

• Plan and coordinate IoT device installations across ULD fleets and Ground Services Equipment.
• Conduct site surveys covering connectivity, ULD populations, operational flows and site constraints.
• Supervise installations carried out by qualified technical/MRO personnel.
• Ensure devices are correctly commissioned, connected and generating reliable operational data.
• Train customer teams and ground handling personnel on equipment handling and basic troubleshooting.
• Diagnose field issues and coordinate with technical support teams where required.

Customer Success & ROI

• Establish operational baselines before deployment and measure improvements after implementation.
• Translate telemetry and operational data into actionable customer insights.
• Analyse areas such as asset utilization, dwell time, idle time, station imbalance, demurrage exposure, damage, repair patterns and asset loss.
• Develop and present ROI and performance reviews to ULD Control, Cargo Operations and senior management.
• Drive continued platform adoption and ensure customers achieve measurable value from the solution.

Account Development

• Act as the primary regional contact for customers.
• Conduct onboarding and regular business reviews.
• Identify opportunities to expand solutions across additional fleets, airports/stations or product applications.
• Support the commercial team in converting expansion opportunities.
• Gather customer feedback and operational requirements to support future product development.

Pre-Sales Support

• Support customer meetings, tenders/RFPs and technical discussions.
• Demonstrate the software and technology platform to operational and management stakeholders.
• Conduct site assessments and trials.
• Design and execute proof-of-value deployments with clearly defined success criteria.

Regional Operations

• Manage regional devices, components and spare-parts inventory.
• Forecast stock requirements and coordinate replacements and returns.
• Coordinate international shipments, customs documentation and import requirements.
• Maintain accurate records of deployed devices across customer locations.

Candidate Profile

Essential Experience

• Strong practical understanding of IoT devices, including field deployment, connectivity, troubleshooting and data quality.
• Direct aviation experience involving ULD management, ULD Control, cargo operations, ground handling or ULD pooling.
• Experience using operational data to develop and demonstrate measurable ROI.
• Customer-facing technical experience covering both pre-sales and post-sales implementation.
• Strong problem-solving mentality and ability to operate independently in customer environments.
• Comfortable analysing data and using digital/AI tools to prepare customer-facing analysis and reporting.
• Professional fluency in English.
• Existing right to work in the EU.
• Willingness to travel approximately 30% and work occasionally outside standard office hours due to aviation operations.
• Ability to obtain the required airport/airside security clearance.

Highly Desirable

• Knowledge of IATA ULD Regulations and ULD control processes.
• Understanding of ULD economics, including utilization, demurrage, repair cycles and lease-versus-own models.
• Knowledge of cellular IoT technologies such as LTE-M, NB-IoT, Cat 1 bis, BLE and GNSS.
• Experience with IoT, telematics or asset-tracking platforms.
• Comfortable working with spreadsheets, dashboards and operational data.
• Experience coordinating MRO-qualified or third-party technical teams.
• Experience managing inventory or field logistics across multiple countries.
• Previous airside, ramp safety or dangerous goods exposure.
• Additional European languages such as German, Spanish, French or Dutch.
• Experience introducing new technology to traditional or operationally conservative customers.
• Willingness to travel approximately 30% across EMEA, including overnight stays and occasional weekends