Meet Rizal Pickard, Regional Sales Manager Asia
Rizal Pickard has joined Entry Point North with almost 20 years of experience across the air traffic management domain. He originally trained as an air traffic controller with NATS and has since worked with Micronav, Snowflake/Cirium, Frequentis and Adacel.
In this Q&A, Rizal shares more about his background, what brought him to Entry Point North, and how he sees the opportunities ahead across the Asia-Pacific (APAC) region and the wider ATM training market.
Can you tell us a little about your background?
I have been in this domain for almost 20 years. I originally trained as an air traffic controller with NATS and, since then, I have worked with Micronav, Snowflake/Cirium, Frequentis and Adacel.
What was it about Entry Point North that felt right for you?
Entry Point North has been familiar to me since the start of my career, as they were a key customer of MicroNav and I had met some of the team before. I respect and agree with the training principles Entry Point North stands for.
The role itself also felt like a good fit. It is something I have enjoyed doing for several companies over the past 15 years, and I know the APAC region well. I believe in the product, the market and the people, so it felt like the right move for me. It is still very early, but everyone has been extremely friendly and supportive.
From what you have seen so far, what are customers looking for most today?
From a sales perspective, customers are usually looking for responsiveness, quality, price and selection. That said, it really depends on their buying patterns and what is driving the decision for each customer.
What matters just as much is the relationship itself. Close relationships and rapport are key in this industry. It is important to understand the region, not just the culture, but also the regulatory requirements and political influences that shape each market.
Where do you see the biggest opportunities in the market right now?
The natural opportunity for Entry Point North is the continued traffic growth in the region and large training needs. Asia already has some of the busiest airways in the world, along with some of the world’s best airlines and airports. Collaboration and education will be important as growth continues.
What also makes Entry Point North stand out is its proven training methodology, backed by a strong global reputation. In an environment where many ANSPs and aviation authorities can potentially be both customers and competitors, Entry Point North has shown that it can work successfully and harmoniously with them.
What will be most important for you in your first months in the role?
Getting to know the team, the customers and our product portfolio will be important straight away. After that, I want to get out on the road and meet customers face to face. I have also heard the Swedish midsummer is pretty good.
Is there any message you would like to share with customers and partners?
I am excited to better understand how we can support their organisations, increase capacity, and bring something useful to their teams. It is an honour to represent Entry Point North that is committed to making our skies safer and to develop the most skilled and confident ATM staff. I cannot wait to catch up, gossip, fix the world’s problems, and understand both their pain points and their success stories.
If you would like to get in touch with Riz or explore how we can support your organisation in the region, feel free to contact us.