AVP/VP Commercial Negotiation & Execution - Deliveries

The Commercial Negotiation & Execution (“CNX”) function forms an integral part of the delivery of our commercial strategy and management of our customers’ needs. Delivering for our customers is at the heart of our business and our CNX function has a broad remit from leading the negotiation, project management and execution of the various contracts for all transactions undertaken by SMBC AC including leasing, trading, restructuring, OEM procurement and capital markets, managing post-delivery activity and customer relationships through to managing closings and document management. 

Reporting to an EVP or SVP in CNX and located in Dublin, the position of AVP/VP CNX plays an important role within the CNX function. The AVP/VP CNX will assume responsibility for the project management of new and used aircraft deliveries and redeliveries on behalf of SMBC AC and its investors. This role will have exposure to the world’s largest and most innovative commercial aircraft manufacturers, law firms and a global airline and investor customer base, providing opportunities to work with executive and management colleagues across the business and at our customers. Your responsibilities within CNX will depend on your level of experience and competencies and the requirements of CNX 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

  • Project manage aircraft delivery and redelivery closings to ensure they are completed on time and to budget, whilst also ensuring all post-delivery matters are managed efficiently. 

  • Support and, where required, project manage certain post-delivery transactions to ensure they are also completed on time and in line with the approved budget. 

  • Participate in and lead Deal Teams in respect of: (i) aircraft deliveries and redeliveries; and (ii) certain post-delivery transactions, in each case, including contract negotiation, signing, closing and post-completion.

  • Assume an important role in implementing our risk management framework through optimal structuring (including in relation to closing logistics for deliveries and redeliveries), teamwork, industry-leading documentation, attention to detail and attending to all post-completion matters. 

  • In a key customer facing role you will be expected to become a primary contact for airline customers, aircraft investors, aircraft manufacturers, law firms and other industry participants on transactions.

  • Co-ordinate the input of legal, tax, accounting and other professional advisors in aircraft deliveries and redeliveries and certain post-delivery transactions. 

  • Represent the interests of SMBC AC and our shareholders in our deals to ensure SMBC AC understands the legal, tax and commercial environment in all jurisdictions where we do business. 

  • Work with our global panel of law firms to negotiate and agree legal budgets, prepare, and negotiate industry-leading documents ensuring smooth and timely execution.

  • Pro-actively develop good working relationships with counterparts in other teams, notably AM, AT, Technical and Procurement. 

  • 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 and an understanding of customer needs and key risks in the business.

  • 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.

  • 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.

Meet the team

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