SUMMARY
Skillful and accomplished aviation finance specialist. Expertise in completing aerospace product sale agreements that require close liaison between lawyers and parties to commercial contracts. Capable of structuring and arranging with banks and commercial finance companies a variety of short and medium term customer finance solutions. Effective negotiator in customer-facing situations. Broad range of skills in drafting, negotiating and completing all (product sale and financial transaction) documentation. Dedicated and productive after-sales customer relationship manager. Internationally traveled; familiar with French and Portuguese.
PROFESSIONAL EXPERIENCE
Accomplishments: Consistently met or exceeded annual performance targets (total financed amounts, interest margin, and fee income) in various significant sales leadership and support roles involving numerous aircraft finance and other export transactions over a period of 15 years. Resulted in approximately (i) $140.0M of financed amounts, (ii) commensurate net interest margin earnings, and (iii) $13.0M of total fee income.
HSBC EQUATOR (USA) INC., 1989–2004
A unit of HSBC Bank plc (one of the world’s largest financial institutions)
U.S. Business Development Officer and Portfolio Manager, Aviation Finance for Foreign Governments – Glastonbury, CT 2000–2004
Managed HSBC's joint international business development relationship with Gulfstream Aerospace:
• Jointly planned and undertook foreign marketing and sales missions with Gulfstream in highly competitive campaigns to sell and finance intercontinental executive aircraft jets to foreign governments in emerging markets.
o Structured, documented and pitched aircraft finance proposals to key public sector decision-makers (heads of state, finance ministers, and senior government officials).
o Participated in three successful intercontinental Presidential jet aircraft sales (in three countries) valued in excess of $100.0M of which about $27.0M was financed by HSBC.
• Responsible for preparing and executing all transaction documentation, performance of all pre-disbursement and contractual conditions precedent, and ensuring safe custody of original signed agreements.
o Instructed outside counsel in drafting aircraft sale and purchase agreement and full pay out aircraft finance lease (7 years) and related security documentation (sovereign guarantee).
• Arranged political risk (aircraft confiscation) and asset risk insurances coverage (hull, war, liability, deductible, etc.) and subsequent annual renewals.
• Structured, negotiated and documented fee sharing agreement between HSBC and Gulfstream that resulted in substantial fee income.
U.S. Business Development Officer and Portfolio Manager, Light Aircraft Finance for Emerging Market Customers – Glastonbury, CT 1994 - 1999
Managed and administered HSBC light aircraft aviation portfolio involving emerging market aircraft operators and lessees:
• Originated, structured, negotiated and documented full pay out finance lease proposals
o Completed a variety of used turbo-prop aircraft finance lease transactions (primarily Beechcraft).
• Responsible for preparing and executing all transaction documentation, performance of all pre-disbursement and contractual conditions precedent, and ensuring safe custody of original signed agreements.
o Instructed outside counsel in drafting aircraft sale and purchase agreements, medium term aircraft lease agreements, and associated corporate guarantee agreements.
• Arranged political risk (aircraft confiscation) and asset risk insurances coverage (hull, war, liability, deductible, etc.), and subsequent annual renewals.
Portfolio Manager, Aviation Finance – London, UK 1989–1993
• Administered HSBC’s $81.0M aircraft portfolio for Africa.
o Worked closely with outside counsel in preparing and finalizing title (U.S. registry), finance lease and security documentation in $55.0M aircraft financing of DC10-30 wide body passenger aircraft sold to foreign operator.
o Instructed outside counsel in drafting cargo jet sale and purchase agreements, medium term aircraft finance lease agreements, financial participation agreements and associated guarantee agreements amounting in the aggregate to more than $30.0M. Earnings from these agreements represented 30% of the annual operating income of the business unit.
PREVIOUS EXPERIENCE
ABB GROUP (formerly Combustion Engineering), London, UK
Regional Sales Manager for Africa
Contracts Administrator – Europe, Middle East & Africa
EDUCATION, COMPANY SPONSORED TRAINING & AWARDS
J.D., Vermont Law School, South Royalton, VT
B.A., University of Pennsylvania, Philadelphia, PA
Corporate Lending Analysis (HSBC)
President’s Award (HSBC Equator) |
