Director of Airline Partnerships – Japan

Business Development, Sales and Strategy Remote JP, Tokyo


Description

Position at Gogo Commercial Aviation

The Director of Airline Partnerships – Japan manages a team in country that executes and builds Gogo’s day to day relationships with airline partners. You’re Gogo’s voice within the airline, yet you have to also be the airline’s voice within Gogo. The ideal candidate knows how to negotiate tricky situations, ambiguous relationships, and curious personalities. Like Gogo itself, you might be a unique blend of airline, internet, retail and wireless technology. A potential candidate has worked at an airline, has experience managing others, intimately understands the airline marketplace in Asia Pacific, and is conversant in topics of revenue management, marketing, planning, scheduling or aircraft operations. They will work seamlessly across borders and cultures as a key ambassador for Gogo in the region.

 

You will spend considerable time converting or translating technical challenges into manageable, day to day operations, and then determining how to share those challenges with our airline partners and end users. You are very conversant with websites, eCommerce, and are already familiar with the IFEC space both globally and in Asia Pacific.

 

This position is the primary interface and escalation point between Gogo and the airline, and serves as the primary point of contact with airline partners on all soft integration elements, including marketing, branding, public relations, training, collateral development, and launch activities.

Specific Job Functions:

  • The incumbent drives Gogo’s business with the airline partner by searching out revenue opportunities, marketing vehicles and promotions that could drive top-line revenue. These items will be trafficked to the Integrated Marketing group, who will execute and deliver projects and promotions back to the airline account manager for delivery to the airline;
  • Results matter. And the presentation of results matter. You will report back to the airline partners about the success of campaigns, ongoing revenue metrics, and operational performance. You’re comfortable handling data and information; can create slides quickly that tell your story;
  • You turn our partners into believers and persuade the airline to see Gogo's POV. You understand the client’s needs beyond marketing and look deeper at the partnership they have with Gogo. You take a leadership role in strategy development and ensure that the strategy maps back to the airline partners goals;
  • This position channels airline feedback, successes and failures to other airline account managers, and up to the VP and beyond;
  • Responsible for understanding operational needs of marketing programs, both Gogo’s and specific airlines, to effectively execute and troubleshoot;
  • Use research tools and interpret marketing data to develop comprehensive marketing plans and programs that generate desired business results;
  • Strong written and verbal communications skills in English and Japanese are essential as well as the ability to present in front of groups including executive officers, colleagues and CEOs;
  • Strong ability to develop, execute and drive strategic and day-to-day roadmaps;
  • Must have experience handling contracts, working with attorneys and being thoughtful in negotiations; and
  • Extensive air travel is required, and at times may include evenings and weekends.

In considering the TYPE of individual were looking for, there are four key areas of focus:

Support for Team:

  • Always available to answer questions, calls, meeting requests from airline partners;
  • Gives feedback and displays patience in challenging client situations;
  • Responds and defends the needs of the team and represents that teams needs internally; and
  • Compassionate to complex situations with accounts paired when juxtaposed with internal challenges.
  • Personal Flexibility;
  • Developed trust with scheduling;
  • Allows for suggested alternatives in how to manage relationships;
  • Works well across time zones, globally;
  • Can adapt timelines when needed, can think quickly and make trade-off decisions instantly; and
  • Allows employees to execute projects, then enjoys watching their success.
  • Relationship Skills:
  • Trustworthy, honors commitments, admits mistakes, follows through in all client interactions;
  • Is comfortable with push-back, is a non-emotional responder and doesn’t feel threatened or hurt easily;
  • Takes feedback/concern to heart regardless of who offers it; and
  • Values the opinions of others, and confronts reality with maturity.
 

Relationship Skills:

  • Trustworthy, honors commitments, admits mistakes, follows through in all client interactions;
  • Is comfortable with push-back, is a non-emotional responder and doesn’t feel threatened or hurt easily;
  • Takes feedback/concern to heart regardless of who offers it; and
  • Values the opinions of others, and confronts reality with maturity.

 

Leadership Skills:

  • Extends trust and encourages others to do the same;
  • Makes efforts to ensure the TEAM succeeds, rather than the individual;
  • Shares information freely, but smartly; and
  • Strategic thinker with account relationships; pushes back when appropriate.

Requirements:

  • Undergraduate degree of equivalent required, MBA preferred;
  • Organizational leadership skills;
  • Ten plus years of experience in corporate account management;
  • Significant experience managing a team;
  • Proven results
  • Experience working with U.S. based companies, and navigating the challenges across borders and cultures; and
  • Japanese and English verbal and written skills required.

Gogo’s worldwide inflight Wi-Fi services have made internet and video entertainment a regular part of flying. We are a diverse group of technologists, marketers, strategists, and any other function you can think of- all working together in extraordinary harmony. And that’s just the beginning.

We connect the aviation industry and its travelers with innovative technology and applications, and we do it all in a high-energy environment that welcomes the next challenge. Be prepared for a dynamic ride with people who are passionate about what they’re building.