Nicholas Okoth

General Manager for East Africa at Tailor Made Systems |MALMS-Mobile Airfield Light Monitoring System

• Great Britain (UK) - London
• My current job since June 2023

MALMS is the world’s leading and award-winning photometric test equipment, Experts in airfield ground lighting photometric testing and torque management systems.
MALMS provides airports with all the equipment, training, and services necessary to establish an effective, efficient, and compliant AGL maintenance strategy. Developed from a UK Civil Aviation Authority research program, MALMS caters for all photometric, mechanical, and electrical aspects of airfield lighting and enables airports to demonstrate compliance with airport regulations.
The aviation industry prides itself on there being no single point of failure in the system that could on its own cause a fatal accident. Runway lighting is an important part of this system, especially in low visibility conditions.
Roles
• Practical product demonstrations on the airfield, training, and persuasive product presentations in the boardroom. As the head of TMS East Africa I work closely with TMS Global Managing Director and be required to develop and lead the new TMS East Africa organisation.
• Searching for new clients who might benefit from company products and services.
• Developing long-term relationships with clients through managing and interpreting their requirements.
• Persuading clients that a product or service best satisfies their needs in terms of quality, price and delivery.
• Negotiating tender and contract terms and conditions to meet both client and company needs.
• Calculating client quotations and administering client accounts.
• Providing pre-sales demonstrations.
• Providing MALMS product commissioning, training (product and airfield lighting generally), MALMS services and support.
• Analysing costs and sales.
• Preparing reports for TMS East Africa.
• Meeting regular sales targets and coordinating sales projects.
• Supporting marketing activities by attending trade shows, conferences and other marketing events.
• Promoting TMS East Africa via web direct marketing, and via social media.
• Making technical presentations and demonstrating how a product meets client needs.
• Liaising with other members of the team including as well as other technical experts.
• Developing marketing, sales, operational and other documentation to support the development of TMS East Africa.