Head of Commercial

1. JOB PURPOSE/SUMMARY:

The Head - Commercial leads Sanad Capital's Commercial or Sales team in the following areas:

• Customer-facing activities
• Increasing and maintaining customer accounts
• Managing sales projects
• Identifying sales opportunities aligned with the Aviation & Engine MRO - Commercial & Sales Team
• Remarketing (sale or re-lease) of assets on-lease and off-lease, including developing remarketing strategies, managing the deal team process, securing approvals, and supporting Managing Director & Group CEO or higher-level approvals where required
• Supporting commercial efforts for new deals, including review of contract terms relevant to operations

The overarching goal of the role is to enhance Sanad Capital's market presence through effective remarketing strategies and internal process management. The role also involves planning, directing, coordinating, and overseeing sales operations to ensure cost-effective, efficient systems that meet the organization's present and future needs.

3. KEY RESPONSIBILITIES AND ACCOUNTABILITIES

1. Contribute to Capital's Strategy

• Define remarketing strategies per engine type and service
• Lead or support repossession activities (as required)
• Develop and manage commercial strategies related to operations

2. Improve Policies and Procedures

• Ensure team compliance with approved policies and procedures
• Continuously improve operational policies, procedures, and controls for all Sales and Business Development activities to meet quality and legislative standards

3. Lead the Sales Team

• Achieve departmental objectives through staff management, including recruitment, performance management, development, motivation, and feedback
• Directly manage at least one staff member

4. Develop Operational Excellence

• Oversee operational capabilities for remarketing and commercial activities
• Manage customer contract negotiations
• Ensure accurate contract reporting to monitor compliance with obligations

5. Improve Processes and Integration

• Contribute to integration projects and provide input on Sanad Capital-related matters

6. Manage the Project Life Cycle

• Lead continuous improvement initiatives for departmental systems, processes, and practices, considering international standards and business evolution

7. Develop Talent

• Build a competent workforce
• Support Emiratization by identifying skill gaps and providing on-the-job training, coaching, and mentoring to develop local talent

2. QUALIFICATIONS, EXPERIENCE AND COMPETENCIES

Minimum Qualifications:

(Education/Certification/

Licensure/Professional Membership)

• Bachelor's degree in business or related field is required.
• Master's degree is preferred, demonstrating advanced academic achievement; alternatively, additional related professional certifications or training may be considered.
• Management or leadership courses are also preferred.

Minimum Experience:

• 10 to 12 years of progressive experience in sales management within the aerospace/aviation industry or similar environment.
• 5 to 8 years in managerial positions, including senior leadership roles, with proven capability in people leadership and team management.

Job Specific Competencies:

1. Market and Industry Insight
2. Demonstrates in-depth understanding of the aviation and leasing industries, including global and regional financial markets, commercial leasing practices, and Mubadala's strategic direction.
3. Strategic and Operational Planning
4. Capable of developing and executing strategic and operational plans, aligning KPIs, resource needs, and departmental objectives to business priorities.
5. Financial and Commercial Acumen
6. Applies advanced financial analysis and commercial evaluation skills to support deal-making, asset remarketing, and business case development.
7. Sales and Deal Management
8. Leads the identification, development, and closure of sales opportunities; manages deal pipelines and customer relationships to drive business growth.
9. Contract and Negotiation Management
10. Leads negotiations and ensures commercial contract terms align with operational requirements and strategic goals.
11. Policy and Process Optimization
12. Develops, reviews, and ensures compliance with policies, procedures, and controls, promoting operational efficiency and regulatory alignment.
13. Project and Change Leadership
14. Drives continuous improvement through effective project management, integration initiatives, and change implementation aligned with international best practices.
15. Performance Reporting and Analysis
16. Oversees accurate and insightful performance tracking and reporting, enabling data-driven decisions and compliance with contractual obligations.
17. Team Leadership and Development
18. Effectively leads, motivates, and develops a high-performing team, including support for Emiratization and succession development through coaching and mentoring.
19. Communication and Presentation Skills
20. Delivers clear, persuasive presentations and communications to internal and external stakeholders, facilitating alignment and decision-making.
21. Time and Priority Management
22. Plans and prioritizes tasks effectively to meet deadlines and deliver high-quality results under pressure.
23. Technology Proficiency
24. Proficient in Microsoft Office and other productivity tools to support analysis, documentation, and communication.