VP/SVP Commercial Negotiation & Execution - Fixed Term Contract

The Commercial Negotiation & Execution Team forms an integral part of both the delivery of our commercial strategy and the holistic management of our customer bases. 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 in Commercial Negotiation & Execution and located in Dublin, the position of VP/SVP Commercial Negotiation & Execution (CNX) is a key member of the CNX team and will be focused on 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. This role will have exposure to the world’s largest and most innovative commercial aircraft manufacturers, law firms and a global airline customer base, with exposure to senior management here and at our customers.

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Core Responsibilities

  • Lead commercial negotiations at contract stage and post contract stage on behalf of SMBC AC with airlines, investors, financiers and other industry players across a wide range of transactions such as leases, deliveries, sale/purchase transactions, restructurings, repossessions, transitions, financings and portfolio management transactions and ensure that such transactions execute and close on time and on budget.
  • Collaborate with colleagues/advisors to support our shareholders in their various aviation related product lines (including JOL, JOLCO and commercial debt products) and participate in/lead Deal Teams for such transactions.
  • Work in Deal Teams (during LOI/origination stage) to structure product and transaction offerings on the full range of cross-border aviation financing transactions.
  • Assume an important role in implementing SMBC AC’s risk management framework through optimal structuring, teamwork, industry-leading documentation and attention to detail ensuring smooth and timely execution.
  • In a key customer facing role you will be expected to act as a primary contact for manufacturers, law firms, airline customers, aircraft investors and other industry participants on transactions.
  • Co-ordinate the input of legal, tax, accounting and other professional advisors and 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 and facilitating our ability to enter new markets.
  • Other responsibilities may be required from time to time, including working on internal and external ad hoc special or corporate projects.
  • Flexibility and willingness to travel on assignment, from time to time, where required.

Qualifications & Experience

  • 5+ years’ experience in a commercial environment (in the aviation leasing/financing industry or in a legal environment).
  • Formal legal training and associated qualifications is preferable.
  • A background in the aviation leasing/financing industry (either in a professional advisory capacity or within a lessor, financier, OEM or other industry participant) is desirable.
  • Possess a true commercial mindset, an understanding of customer needs and key risks in the business.
  • Clear track record of critical thinking and an ability to clearly understand and articulate issues and risks while at the same time able to devise and deliver creative and customer focused solutions.
  • Proven project management and problem-solving skills with an ability and flexibility to work in a fast paced, dynamic team environment.
  • Experience of or an openness to occasionally working hours to accommodate demands of different time zones.
  • Proven ability to build and maintain relationships and networks.
  • 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.

For more information, and to apply please email Careers@smbc.aero

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