Director, Key Accounts and Business Development

Job Description

The position of Director, Key Accounts and Business Development at Gogo Business Aviation has the primary responsibility of generating revenue for the company with the specific focus on supporting the Intelsat commercial relationship, establishing and maintaining Gogo products and or services solutions onboard fleet-operated aircraft managed by the Key Accounts (KA) team, as well as assist in business-to-business development negotiations (BD) for product management and the development organizations related to partnerships and/or new products and services.

COME ON BOARD THE GOGO BUSINESS AVIATION BUSINESS DEVELOPMENT TEAM!

How will you make a difference?

• Support the Intelsat commercial relationship and commercial-related requests with Intelsat personnel
• Actively manage and represent Gogo BA to the assigned KAs
• Manage and negotiate rates and services agreements with assigned KAs
• Increase KA revenue and profitability through connected aircraft services (CAS), hardware upgrades, and new product and service offerings
• Transition fleet accounts from legacy Gogo equipment to new Gogo systems and/or networks
• Continually interact with KAs to learn about opportunities and creatively come up with new value propositions which Gogo can solve
• Lead business-to-business development negotiations (BD) for product management and other Gogo stakeholders related to partnerships and/or new products and services
• Continuously coordinate with Gogo BA program management, engineering, and product management to ensure product requirements desired by KAs are communicated and accounted for within Gogo’s product roadmap
• Become an expert on Gogo BA Products and Services
• Be able to assess the competitive landscape and successfully position Gogo BA’s products ahead of similar competitive products in the market
• Work with the entire Gogo Sales Team by sharing data and information, to reach collective sales goals and targets of the entire company

Qualifications

• Bachelors’ degree is required
• 10+ years’ experience in the business aviation industry in Sales and/or Business Development is required
• Demonstrated experience in researching, writing, and responding to Requests for Proposal (RFPs)
• Proven experience in developing, tracking, and reporting business analytics
• A history of success with competitive commercial bid and proposals
• Be a well-known resource within the aviation community
• Substantial travel in support of all accounts, trade shows, and customer functions is required (up to 50%)

Required Experience, Skills and Talents

• Strong knowledge of Part 25 and Part 23 business aviation aircraft and avionics
• Strong knowledge of Part 91-K and 135 operations and operators in fractional, charter, and managed fleets
• Strong knowledge of aviation sales and distribution channels
• Ability to mediate negotiate; dynamic, persuasive, and goal-motivated
• Communicate effectively, written and orally
• Comfortable using Teams and working remotely
• Experienced in public speaking with senior executives, both internally and externally

Compensation: $137,000 - $168,000

Target Annual Incentive: Commission-based incentive

Incentive Stock Program Eligible: No

Benefits: Gogo offers competitive benefits including medical, dental and vision coverage with plans that can fit each employee’s needs. We offer an immediate vesting 401k plan, paid time off and volunteer time off. Employees have the option to participate in an Employee Stock Purchase Plan. Visit the Careers page on our website for more information at www.gogoair.com/careers.

Gogo is the leading global provider of network and broadband connectivity products and services for the business aviation market. We offer a customizable suite of smart cabin systems for highly integrated connectivity, inflight entertainment and voice solutions. Gogo's products and services are installed on thousands of business aircraft of all sizes and mission types from turboprops to the largest global jets, and are utilized by the largest fractional ownership operators, charter operators, corporate flight departments and individuals.

There are nearly 1,700 business aircraft currently flying with Gogo’s AVANCE L5 or L3 installed. As of third quarter earnings reported on Sept. 30, 2020, Gogo had more than 10,000 connected aircraft, comprised of 5,577 aircraft flying with its air-to-ground (ATG) systems onboard, and 4,737 aircraft with satellite connectivity installed. Connect with us at business.gogoair.com.

Gogo is an equal opportunity employer and works in compliance with both federal and state laws. We are committed to the concept regarding Equal Employment opportunity. Qualified candidates will be considered for employment regardless of race, color, religion, age, sex, national origin, marital status, medical condition or disability. The EEO is the law and is available here.

Gogo participates in E-Verify. Details in English and Spanish. Right to Work Statement in English and Spanish.