Account Director - Inflight Entertainment

About the role

The Account Director owns the commercial relationship with a strategic airline account, acting as the customer advocate within Thales. This senior role drives sustainable, profitable growth by building long‑term partnerships and expanding digital, connectivity, and recurring services revenue alongside core IFE hardware.

Key responsibilities

• Lead the commercial relationship, serving as the primary point of contact and decision‑maker for account‑related profit and loss.
• Develop and execute account plans, securing order intake and margin commitments while driving digital and service revenue growth.
• Build trusted advisor relationships with senior airline stakeholders and manage cross‑functional teams to ensure successful delivery of solutions.
• Lead complex negotiations, coordinate pricing, legal, product and program teams, and handle contract management and issue resolution.
• Maintain accurate forecasts, pipeline, and CRM data, and conduct quarterly business reviews with customers.

Required profile

• Bachelor’s degree in business, marketing, sales, engineering or related field; Master’s preferred.
• 15+ years in sales, key account management or commercial roles within the airline or aviation industry.
• Direct experience with inflight entertainment, connectivity or onboard digital passenger experience products.
• Proven track record managing large, complex B2B accounts with multi‑million‑dollar order intake.
• Experience selling services, software or connected solutions beyond hardware.

Required skills

• Proficiency with Salesforce CRM.
• Advanced Microsoft Office suite skills.