OverviewReporting directly to the Head of Airline Leasing and Sales (ALS) – Europe and 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 and sales strategy.

Cross Selling – promoting BOC Aviation and Bank of China products and services on a global basis.

Details surrounding main responsibilitiesBased 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 and 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 and Sales (ALS) – Europe and Africa, Chief Commercial Officer, or Chief Executive Officer.

Candidate RequirementsThe 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 and used) as well as balance sheet growth (e.g. aircraft purchase and 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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