Frank Erb

Director, Business Development Asia Pacific

Promoted into instrumental role driving business development throughout the Asia Pacific region, and in particular Japan (including JBIC financed projects), Hong Kong, Philippines and India. Identified and developed the strategic orientation of the company in the region for mid and long-term targets. Established strong collaboration with key partners (Japan) to be able to achieve those targets in a near future. Developed a good understanding of the finance solution proposed by International organisation (Asian Development Bank, World Bank), and also proposed by Japanese Government (JBIC and JICA projects).
Manage direct network of 4 Business Development managers and 6 agents/representatives operating across a widespread network throughout the region. Manage 6 Bid Managers in France and in Australia for projects related to the Asia-Pacific region
Key achievements:
--> Secured key partnership with Sumitomo Group to develop opportunities for the Japanese domestic market as well as the export market (Philippines, Indonesia, Vietnam).
--> Identified and developed opportunities to use Chinese soft loan to implement projects in the Asia Pacific region.
--> Captured contract with Myanmar Department of Civil Aviation to develop a modern nationwide air traffic management systems using Chinese Finance.
--> Periodic competitive analysis and SWOT analysis per product line and per country.

Sector: Aeronautic - Navy - Space - Armament

Regional Commercial Director, East Africa

Developed strategic direction for the region; researched, identified, and qualified business prospects. Established key contacts within government and international agencies. Built strong partnerships and worked collaboratively with government officials and stakeholders to develop air traffic solutions for the region.
Key achievements:
--> Secured US$20M in new business throughout the eastern African region in 2005.
--> Liaised with representatives from the United Nations, World for Food Program, International Civil Aviation Organisation, and International Air Transport Association and regional organisations.
--> Captured contract with Kenya to spearhead its Modernisation programme, and secured several contracts with the Sudanese government.

Sector: Aeronautic - Navy - Space - Armament

Regional Director, Bids & Proposal

Spearheaded development of new business opportunities within the Asia-Pacific region. Recruited, developed, and guided team of 5 bid managers and allocated AU$4M budget to drive regional business growth. Collaborated with internal, internationally-based sales team to identify and qualify prospective customers. Developed and solidified customer relationships, conducted needs assessments, and oversaw development of bid proposals.
Key achievements:
--> Generated US$15M in new business for 2004.
--> Secured contract with Vietnam to deploy integrated air traffic control system in Ho Chi Minh.
--> Awarded contract with Air Services Australia to provide 57 ground stations throughout 28 sites and enhance nationwide en route and terminal surveillance coverage using aircraft GPS position, altitude, and speed.
--> Captured business with South Africa to deliver nationwide air traffic control systems.
--> Sold MSSR radar systems to Korea and Taiwan
--> Implemented process and procedure to enhance the quality and the efficiency of technical proposals.
--> Selected, recruited and managed a team of 5 Bid Managers to handle projects in the Asia-Pacific region as well as worldwide.

Sector: Aeronautic - Navy - Space - Armament

Program Manager - Incheon, South Korea

Directed team of 10 professionals throughout Australia and Korea and managed US$4M budget to develop and deploy air traffic control system for the newly-built Incheon International Airport. Worked closely with customers to identify project requirements. Developed detailed work plans, schedules, and milestones. Negotiated customer and contractor contracts. Tracked project progression and developed periodic reports for executive leadership.
Key achievement:
--> Captured additional business with Korean Aviation Authority by negotiating replacement of Seoul International Airport’s air traffic control system with the Eurocat system.
--> In parallel, leading the Integration Department for Thales in Australia.

Sector: Aeronautic - Navy - Space - Armament

Integration Department Manager

Managed team of 10 engineers and US$2M budget to execute both on-site and factoring integration of air traffic control programmes. Defined project requirements and developed plans and cost estimates, providing technical support and guidance to programmes and business development departments.
Key achievements:
--> Played instrumental role in achieving ISO9001 and CMM Level 3 quality certifications.
--> Directed integration of The Australian Advanced Air Traffic System (TAAATS) throughout Australia, and provided technical support to government-owned AirServices Australia Corporation.

Sector: Aeronautic - Navy - Space - Armament

Software Segment Manager

Oversaw team of 8 software engineers to develop, test, and integrate new features for Singapore’s LORADS II long-range air defence system. Identified technical requirements and designed system enhancements. Established project plans, milestones, and schedules; delegated tasks to team members.
Set up system hardware and software, and conducted verification and validity testing to ensure optimal performance of long-range air defence system. Integrated and tested interfaces with external systems. Rolled out system and trained customers on software.
Key achievement:
--> Led development and introduction of new radar, additional controller positions, and interfaces with a ground control surveillance system, delivering project on time.

Sector: Aeronautic - Navy - Space - Armament

Deputy Integration Manager

Managed a team of 4 engineers to integrate LORADS II operational system in preparation for system deployment. Defined system specifications and integration requirements at factory site. Trained customers on system operation.

Sector: Aeronautic - Navy - Space - Armament