IFE Business Development Director

About Spafax

Spafax delivers content technology and media assets for the world’s leading airlines, Emirates, the Lufthansa Group, Singapore Airlines and many others.

We curate a vast catalogue of global Movies, TV, Audio and Games across every major entertainment market. We provide the next-generation experiences for passengers, so the combination of creativity and technology is at the heart of what we do.

We are headquartered in London, but have offices in other regions:
Germany, Dubai, Canada, LA, Beijing, Singapore and HK.

Spafax is part of WPP, one of the largest marketing companies.

This role is an opportunity to shape the future of inflight entertainment and digital passenger experiences on a global scale. You will drive growth by winning, retaining, and expanding airline partnerships, combining commercial excellence with strategic insight. Working across teams, you will transform data into compelling propositions, build long-term relationships with senior stakeholders, and bring innovative products to market. As a visible industry leader, you will represent Spafax at key events, influence product direction, and deliver measurable impact.

This is a role for a proactive, entrepreneurial leader who thrives on creating value, driving results, and turning vision into reality.

WINING-RETAINING-EXPANDING

Win new airline for IFE Content, Creative Services and Digital Experiential Products

• Design and enforce a data-driven bid/no-bid framework that scores and prioritizes RFIs/RFPs and sales opportunities, sets clear go/no-go thresholds, and aligns resources to the highest-return deals.
• Proactively engage new and existing airline customers to position Spafax’s media products and services.
• Maintain and publish monthly a prioritized BD pipeline with clear stages, probabilities and next actions.
• Identify key airline customers and develop direct relationship with key airline executives.
• Support all receiving IFE/IFC/DIGITAL/OTT RFI's/RFP's by providing, where applicable, sales relevant strategy and inputs targeted individually to each airline and support commercial negotiations.
• Secure contract with at least 3 new airlines based on the research and assessment agreed with the reporting lines.
• Structure complex, multi-year agreements (rev share, MGs, hybrid models) with Finance & Legal; own business casing and approvals.
• Partner cross-functionally with Content, Media, Engineering, Data, Ad Ops, Marketing, and Legal teams to take deals from handshake to live revenue.
• Co-Pitch Spafax’ capabilities together with the Global SVP BD and Regional account teams and assist in pitching for new and existing carriers Combining media with IFE business.
• Identify and develop key strategic partners for future strategic partnership developments.
• Identify new products, services & solutions for Spafax to take to market.

Retain business

• Support regional account directors and related Q  meetings with clear performance narratives, roadmap previews, and data-backed recommendations that translate into next-quarter actions.
• Protect delivery and SLAs by supporting ops teams; support early escalation, fast resolution, and follow up with post-mortems and prevention recommendations.
• Spot churn risk early via health scores (utilization, revenue trajectory, NPS, incident count) and support regional account directors to deploy mitigation actions.
• Champion the voice of the customer internally and support the product owners to prioritize features, targeting, and measurement that remove friction and increase customer satisfaction and revenue.
• Maintain accurate renewal dates, expansion plans, and risk notes in CRM; deliver renewal forecasts with probability integrity.
• Expand Business and Upsell Spafax products and services to existing customers.
• Expand offering to existing customers by upselling not yet used product features, higher tiers of functionalities and services.
• Investigate and assess possible customer product/features demand and create a high-level requirements document to be shared with the VP BD IFE Tech & Innovation to deploy the new product/service development process (NPP: New Product Path process).