Posted: 11 May
The role
Overview
Reporting directly to the Head of Airline Leasing & Sales (ALS) – Europe & Africa, the successful candidate will be assigned to assist and be responsible for:
Revenue Generation – marketing of aircraft for sale, lease, and origination of purchase/leaseback and Pre-Delivery Payment (PDP) Financing deals with airline customers to achieve the revenue targets set by the Chief Commercial Officer.
Customer Focus – originating, developing, and managing customer relationships while identifying non-Request for Proposal (RFP) opportunities where they exist.
Product Knowledge – having an understanding of various products on the market and the differences between them.
Market Knowledge – providing input to the Head of Department and Chief Commercial Officer in the formulation of the Company’s aircraft marketing & sales strategy.
Cross Selling – promoting BOC Aviation and Bank of China products & services on a global basis.
Details surrounding main responsibilities
Based in BOC Aviation's London or Dublin office, the successful candidate is expected to:
Manage lessee relationships and gather market intelligence
Demonstrate a high level of understanding of the aviation industry and the key players governing the geographic areas assigned.
Identify prospective airline/ financial customers within a defined region with a view to leasing, selling aircraft assets or originating fee income opportunities.
Identify key decision makers within the customer base and develop solid relationships at a senior management level as well as a detailed understanding of the fleet requirements of these organisations.
Establish strong relationships with regional sales teams at all Original Equipment Manufacturers (OEMs).
Continuously collect market information for input into Company strategy.
Gather debt and lease pricing from airlines and input into Company models.
Deal origination, structuring, negotiation, documentation, and execution
Understand the business model of assigned airline parties and use this to structure a deal that provides value to both lessee and BOC Aviation.
Negotiate Letters of Intent to achieve the revenue targets set by the Company.
Maintain relationships with lessees by ensuring all agreed terms and conditions are fulfilled (i.e. collection of all receivables such as rental, maintenance reserve payments etc.).
Develop product & cross selling
Work with other teams within the Company and/or Bank of China colleagues to develop new product initiatives to enable competitive growth of the Company’s balance sheet.
Projects
From time to time, work on specific projects or other reasonable tasks as assigned by the Head of Airline Leasing & Sales (ALS) – Europe & Africa, Chief Commercial Officer, or Chief Executive Officer.
Candidate Requirements
The preferred candidate will:
Possess a strong understanding of all revenue aspects of the business, including the financial, tax, legal and accounting and credit risk issues involved in leasing.
Be able to formulate and execute strategy to achieve and execute volume deals in line with IRR targets relating to leasing aircraft (new & used) as well as balance sheet growth (e.g. aircraft purchase & leaseback).
Be performance driven and customer focused, with established relationships at senior levels of airlines and manufacturers.
Have established strong network in the aviation community with ability to leverage a broad network of relationships across aviation sector to access market intelligence and new business opportunities.
Be an active listener with ability to identify transaction opportunities that would bring incremental revenue to the Company.
Demonstrate effective communication skills and be able to report and rationalise decisions required by Senior Management.
Possess proven track record from past contributions in originating, negotiating and closing deals.
Be willing to support the Company’s objectives, including supporting Procurement with aircraft deliveries and the Risk team with collections.
Be able to travel regularly to meet customers sometimes at short notice and be willing to be on the ground as long as it takes to close the transaction.
Be able to work in a fast-paced environment.
Align with and demonstrate BOC Aviation Core Values, which are Integrity; Teamwork; Accountability; Agility; and Ambition.
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Industries: Airlines and Aviation
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