Vice President, Airline Leasing & Sales (ALS) – Europe & Africa
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.
- Assist in 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.
- Undertake structured marketing campaigns targeting volume transactions.
- 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.
If you enjoy working in a fast-paced, dynamic, and international environment, please email your CV to:
Chief People Officer
79 Robinson Road #15-01
Singapore 068897
Email: [email protected]
Visit our website for more information: www.bocaviation.com