Commercial Manager – Aviation

Line Up Aviation, a global leader in aviation and aerospace recruitment, brings 40 years of experience to the industry. We partner with some of the most prestigious companies worldwide, providing top-tier recruitment services. Our in-depth knowledge and extensive network empower us to connect high-calibre talent with the right opportunities, fostering successful placements and long-lasting partnerships.

We are currently inviting applications for a new exciting opportunity based in the People’s Republic of China (PRC). Our client, a globally recognized engine MRO specialist, is seeking a Commercial Manager with a focus on MRO activities. Our client is renowned for its comprehensive overhaul, testing, and component repair services for the GE90 series engine. If you possess expertise in aviation, preferably within Commercial Operations and are ready for a new challenge in this rapidly growing sector, we would be delighted to hear from you.

Role: Commercial Manager
Location: Xiamen, China
Salary: Competitive plus Bens, flights and accommodation included.
Job Type: Permanent

Key Accountabilities and Responsibilities

• Manage commercial negotiations for engines services opportunities identified/aligned with Group Commercial.
• Manage development of deal execution process including on-time delivery of proposals aligned with customer requirements, business profitability, risk analysis and Group policies.
• Manage proposal workflow in Zoho in alignment with Group Commercial.
• Mentor and develop team members
• Adherence to Company Vision, Missions and Values

Key Duties

• Lead the creation, negotiation, and finalization of proposals and bids for engine services, ensuring alignment with Group policies and strategic objectives.
• Develop pricing strategy for company and individual deals.
• Build and maintain strong relationships with customers, understanding their requirements, and delivering tailored solutions.
• Support Group Commercial for ad-hoc on-site customer visits.
• Manage legal support and reviews associated with contract drafting.
• Conduct deal reviews with senior management to ensure strategic alignment, risk management, and adherence to financial objectives.
• Work closely with the Group Commercial team to align strategies and maximize any business opportunity including upselling and product offerings from other business units. Contribute to the development and execution of the commercial strategy, leveraging market insights and industry trends.
• Lead communications, including leading deal reviews with senior and executive leadership.
• Provide guidance and lead team members in areas such as financial modelling and risk analysis, through regular one-to-one sessions to support their long-term development. Conduct performance review of team members.
• Support internal business reports as required (board papers, PMO)

Required Experience, Competencies & Qualifications
Functional and other Relevant Experience

• Minimum 8 years’ experience in business development/commercial or finance disciplines within the aviation MRO industry or demonstrates a strong commercial mindset
• Strong business acumen with understanding of Engine MRO business model
• Solid experience in commercial contracts and legal/risk review
• Understanding and/or experience in project management is preferable
• Understanding and/or experience in engine leasing, PbH product is an advantage

Leadership Competencies

• Business Acumen:
  • Understands end-to-end value chain of engine MRO business, and P&L implications of translating business into actions
  • Be able to translate business operating model and key drivers into individual priorities
  • Encourages the team to understand business beyond own area, market competition, future trends and technology
• Customer Focus:
  • Finds different ways to create value for internal and external customers
  • Considers the commercial implications when satisfying internal and external customer needs
  • Builds strong internal and external customer relationships and delivers customer-centric solutions
• Collaborating & Influencing:
  • Creates a strong internal team culture encouraging team members to work effectively with each other to achieve the goals
  • Constantly finds common ground and looks for win-win solutions when handling conflicts between different departments/functions
  • Proactively builds relationships with internal/external stakeholders that result in plans/solutions for the business
• Drive for Result:
  • Sets ambitious goals and strives for excellence
  • Identifies commercial risks & opportunities, and brings solutions
  • Manages changes effectively and responds positively to changing situations
• Developing Self/Others:
  • Invests time in feedback and coaching
  • Seeks out, recognises and uses creatively what people from different backgrounds have to offer
  • Recognises gaps in own skill set and takes advantage of learning opportunities to enhance effectiveness
• Continuous Improvement & Innovation:
  • Encourages the team to challenge conventional approach and introduce new ideas and perspectives
  • Proactively challenges existing process and suggests improvement solutions

Qualifications and other Relevant Knowledge

• Native or high professional proficiency in English
• Excellent interpersonal skills
• Ability to handle multiple priorities and short deadlines simultaneously
• Performs as a team player
• Ability to travel at short notice (domestically / internationally)
• Bachelor’s degree or above is preferable

If you are interested in discussing this position and you meet the requirements, please send your updated CV for evaluation.