Ken Eiken

About Ken Eiken

As a former F-16 pilot, I know mission execution is critical. Sales Leadership is no different. For more than 15 years, I have worked in the Aerospace Industry increasing revenue on average greater than 30%, despite challenging industry conditions. I am a high-energy executive who works best in environments where everything is not “perfect”; when one or more of these problems exist: • Underperforming Sales Team • Sales / Operations Trust Issues • Underdeveloped Strategic Account Mentality • Weak New Product Launches • Challenges Selling Services to the Market Key accomplishments include: • Multi-Million Dollar Key Account Management Identified 2 major airlines (United/American) targeting them for growth. Developed new business opportunities through strategic account development. Increased United’s revenue 60% and American’s 625% by the second year. Together, these accounts represented more than 20% of Commercial Aviation (CA) revenue. Simultaneously grew North and South American CA business by 15%. • Bringing New Services to Market Introduced a new, add-on Security Intelligence service to the Business Aviation (BA) market. Educated the Sales Team on benefits to the customer and created incentives to improve sales focus. Increased sales from $0 to $234k in first year. Increased Security revenue to 5% of the company’s total BGA New Business Revenue in year two. • Salesforce.com Implementation Upgraded the existing CRM to Salesforce.com. Documented and improved sales process and sales team performance measures. Improved Forecasting Accuracy from virtually non-existent to 90%+ accuracy. • Global Sales Team Process Development and Goal Alignment Following acquisition of a Brazilian company, built the sales organization for more robust customer coverage in Brazil. Using cross-sell and up-sell strategies with existing customers to add travel risk services to their equipment portfolio, increased regional revenue by 39% in year one and 27% in year two.

Experience

1. Vice President, Oem Sales

   Gogo

   Apr 2017 — Present · Denver, CO, US

   Gogo Business Aviation is today’s leading provider of in-flight connectivity solutions that increase the productivity, safety, and enjoyment of the business aviation travel experience. A trusted brand in airborne communications, Gogo is a factory option at every major business aircraft manufacturer and installed on the world’s largest fractional ownership fleets.

Education

• University of Colorado Boulder

  BS

  1984 — 1988

• Arizona State University

  MBA

  1994 — 1996

Skills

• Product Development
• Leadership
• Enterprise Solution Selling
• Customer Relationship Management (Crm)
• Marketing Strategy
• Coaching
• Program Management
• Sales Leadership
• Services
• Crm
• Strategy
• Strategic Planning
• Account Management
• Aerospace
• Forecasting
• Training
• New Business Development
• Sales Operations
• Team Building
• Executive Management
• Solution Selling
• Salesforce.com
• Sales Process
• Consultative Selling
• Business Strategy
• Business Development