We Are Fethr, A Black Swan Company

Fethr, A Black Swan Company and its Strategic Partners are the world’s leading provider of in-flight entertainment (IFE) technology to the airline industry. More than 70 airlines already fly with our software, significantly the world’s entire top 10, including Qantas, Singapore Airlines, Cathay Pacific and Emirates.

We focus on improving the IFE passenger experience through personalization, offering a whole new world of seat-back entertainment systems, pairing with mobile devices and enabling internet connections while passengers are in the air. Our technical expertise brings these innovative experiences to life and captivates millions of passengers every year, whilst they travel around the globe.

Innovation has been a challenge for the avionics industry due to strict regulations, but this is rapidly changing with an ever-increasing number of planes now connected to the web. In-flight entertainment is one of the final untapped spaces where user-experience, advertising, data and applications have not yet matured, and we are working hard to capitalize on those opportunities.

There are exciting times ahead in the world of in-flight entertainment and Fethr, A Black Swan Company.

Bringing together a passionate and talented team combining skills in software engineering, data science, design, product innovation and marketing, Fethr thrives on innovating. Launched in 2011, today we employ 260 people worldwide across offices in the UK, USA, Hungary and South Africa.

Welcome to the Client Services team ….

Our aim is to understand the intricacies of our client’s business, and then look at how our suite of products and services can be leveraged and customized to help them solve problems, create new opportunities.

The primary function of the role is the lead the development of an existing key joint venture partnership, to further define and deliver the strategy that drives value for the client and Fethr. This role will be responsible and accountable for achieving commercial success including client growth across categories, functions and geographies, the quality of delivery, and overall client satisfaction.    

Based in London, this person would report to the Head of Strategy.  Success will be defined by the stability of existing business, the ability to help structure the company effectively for continued growth, by ensuring that profitability is maintained.

Your role at Fethr...

 Key Accountabilities will include the below and a lot more:

  • Strategic account development. Leads the strategic growth agenda for accounts and acts as a senior strategic partner in order to identify new growth opportunities and ensure Fethr are valued as an important partner.
  • Client relationship management. Actively and personally develops appropriate senior customer relationships that will support both day to day delivery but also longer-term strategic growth opportunities.
  • Business Development. Grow client relationships and get involved in new business opportunities.
  • Go-to-Market.  Is responsible for go-to-market strategy
  • Deal Making. Leads the charge on structuring, negotiating, and closing contracts with existing and new clients; closes deals that meet or exceed revenue and profitability expectations
  • Client champion. Acts as champion for key accounts to influence delivery and product development roadmap to ensure we maximize success.
  • Account P&L responsibility. Is accountable for timely and accurate revenue forecasts of retained and new business and management of the account.  Is responsible for pricing strategy and managing costs.
  • Budget and Financial Management. Have ultimate accountability of commercials of a business (understand margin, profit, forecasting, trade working capital, etc), ability to show how they’ve grown a client year over year. 
  • People management. Manages and oversees the team working on the account and responsible for developing longer term people strategy to best support and scale accounts.
  • Quality control. Ensure all work is carefully monitored, with keen eye for detail and strong customer service ethos

 Your Candidate Profile:

  • Business Degree, Technical Degree or equivalent, MBA is highly desirable
  • Aviation or Travel industry experience highly desirable
  • 12+ years in business development, marketing and/or client management
  • Demonstrable experience of full account P&L responsibility
  • Possesses good business acumen and sound judgment.
  • Has a basic understanding of relationship marketing, data driven solutions, integrated communications, testing and analysis.
  • Demonstrate a proven experience of managing a multi-disciplined service delivery team in a fast-paced environment implementing innovative, interactive and consumer focused solutions
  • Ability to work well under pressure, with a high degree of flexibility and fluidity and to have an objective focused and positive approach, and be comfortable working independently, be self-motivated and self-driven
  • Excited by challenging the status quo, fast growth and an entrepreneurial approach.
  • Have built and led a global account across multiple offices, while still having ultimately accountability.

 

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