Vice President, Airline Leasing & Sales (ALS) – Europe & Africa in London

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

#J-18808-Ljbffr