AVP/VP Commercial Negotiation & Execution – Customer Management

The Commercial Negotiation & Execution (“CNX”) function forms an integral part of the delivery of our commercial strategy and management of our customers’ needs. Reporting to an EVP or SVP in CNX and located in Dublin, the position of AVP/VP CNX – Customer Management plays an important role within the CNX function. Our customers are at the heart of our business, and this customer-facing role is a key point of contact with the customer on all post-delivery activity providing the opportunity to work daily with customers, support and advocate on their behalf, as well as to actively participate on leasing and sale deal teams. This position will provide a strong training ground and/or continuing development on your path to a successful career in aircraft leasing. 

The AVP/VP CNX – Customer Management will assume responsibility for a portfolio of airline customers as well as have a role in projects and initiatives designed to improve the efficiency of our operations and the level of service we can deliver to our customers and Deal Teams. Your responsibilities within CNX – Customer Management will depend on your level of experience and competencies and the requirements of CNX – Customer Management from time to time.

The CNX function reports to the Chief Commercial Officer and together with Airline Marketing (“AM”), Aircraft Trading (“AT”), Procurement, Technical, and Portfolio Risk Management (“PRM”), forms Team CCO.

The opportunity What you need Join our team

Core Responsibilities

  • Assume responsibility for a customer portfolio (of owned and managed aircraft), manage from receipt to resolution, all customer queries, and manage lease contract events (including receivables and customer facing aspects of letter of credit management).

  • Co-ordinate, oversee and manage all post-delivery customer activity for your portfolio across the business to ensure consistent timely resolution and/or completion.

  • Develop a clear understanding of the needs of the customers within your portfolio and ensure these needs are addressed in the implementation of post-delivery customer plans for your portfolio, consistent with SMBC AC’s customer strategies. 

  • Analyse customer relationships on an ongoing basis to identify trends and, where appropriate, work with colleagues to ensure processes and procedures provide the services our customers expect.

  • Support Deal Teams, as required, to structure, negotiate and close a broad range of transactions for our customers.

  • Join Deal Team meetings and provide customer information and advocacy, as required, in a timely and professional manner.

  • Pro-actively develop good working relationships with counterparts in other teams working on projects for your customers, notably AM, AT, Technical. PRM, Customer Operations and Finance.

  • Other responsibilities may be required from time to time, including working on internal and external ad hoc special or corporate projects. 

Qualifications & Experience

  • 2-3 years’ experience in a commercial, legal, banking, or other professional environment.

  • A background in the aviation leasing/financing industry (either in a professional advisory capacity or with a lessor, financier, OEM or other industry participant) will be an advantage.  

  • Possess a true commercial mindset, with a track record of critical thinking and an ability to clearly understand and articulate issues and risks.

  • Customer relationship management experience is desirable but not essential. 

  • Familiarity with aircraft lease agreements and letters of credit is also desirable.

  • Experience of or an openness to occasionally working hours to accommodate demands of different time zones.

  • Flexibility and willingness to travel, occasionally on short notice.

  • Proficiency in languages other than English will be an advantage. 

  • Strong, proven MS skills essential (particularly, Excel, Word, PowerPoint, Outlook).

 

Critical Behaviours

These embody our culture and are central to how we work together at SMBC Aviation Capital: 

Respect: Two-way communication: listen intently, give quieter voices a platform and be conscious of tone. Respect people’s time and be flexible in accommodating others.

Trust: Create a psychologically safe space. Do what you say you will do, when you say you will do it. Be honest, communicate openly and be respectful of each other’s needs.

Integrity: Always do what is right including when no one is watching; treat people with respect and kindness; be self-aware, compassionate and embrace diversity.

Connect: Collaborate to unleash the full potential of our diverse talent. Respect each other’s expertise and perspective and welcome challenge. Foster an inclusive and fun environment where accomplishments are recognised and take pride in winning together.

Adapt: Be brave and curious – anticipate the future and be proactive. Have a ‘why not’ attitude, learn from previous experiences. Call out bureaucracy when it is evident in a process or way of working. Be agile to meet and exceed our customers’ needs. Demonstrate resilience and support each other.

Achieve: Take accountability and ownership to deliver results, be ambitious and take pride in everything we do. Set each other up for success and share insights. Do what it takes to drive positive change and seek opportunities to innovate and grow our business and people.

 

Take your career to new heights – come join us at SMBC Aviation Capital 

At SMBC Aviation Capital we look after one another. Through the SMBC Aviation Capital People Commitment we offer a comprehensive suite of benefits, aligned to your needs as you move through different career and life stages. The SMBC AC People Commitment also includes our people-led culture; reward & recognition; along with our learning, wellbeing, inclusion, engagement, and CSR initiatives.  In return, we ask you to bring your enthusiasm and commitment to your work here at SMBC AC to mutually create an exceptional employee experience. 

A world of opportunity awaits you at SMBC Aviation Capital. Our workplace is one where diversity is welcome, and people of all backgrounds are supported to be at their best. We are an equal opportunities employer and strive to build an ever-inclusive work environment.  We are committed to providing reasonable accommodations for applicants and employees. Should you have a reasonable accommodation request please reach out to us at Careers@smbc.aeroLiaise with and support commercial and other teams to enable the execution of a broad range of transactions

Meet the team

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