Ken Eiken
Vice President, Oem Sales @Gogo
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WORK HISTORY
Vice President, Oem Sales @Gogo
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
Arizona State University
MBA
SKILLS
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.
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