Business Development Director

The opportunity

TCR is backed by Global Infrastructure Partners (GIP), part of BlackRock, and is entering its next phase of growth across Europe. As the market leader in Ground Support Equipment, we see significant opportunities to deepen our partnerships with airports, airlines and ground handlers. We are looking for a senior commercial leader to help drive that growth.

You will identify, originate, structure and close strategic opportunities across Europe. You will build relationships with customers, develop business opportunities and turn them into long term partnerships.

This role requires more than sales skills. Success comes from combining commercial drive, relationship building and financial structuring. You need to be equally comfortable opening doors, building business cases, negotiating complex agreements and closing deals.

Working closely with the Chief Commercial Officer, Regional Managing Directors and local Managing Directors, you will play a direct role in shaping TCR's future growth.

Mission

Generate profitable growth across Europe by developing new business opportunities, creating long term customer partnerships and structuring value creating commercial solutions.

Key accountabilities

Develop new business opportunities

• Build a pipeline of opportunities across airports, airlines and ground handlers through your network, market presence and customer relationships.

Build strategic customer partnerships

• Develop long term relationships with key decision makers and identify opportunities to grow across countries, business units and services.

Lead and structure complex commercial deals

• Take ownership of opportunities from first contact to contract signature.

• Define the commercial approach, align stakeholders, lead negotiations and drive execution.

• Develop and structure commercial solutions that combine operational value with strong financial logic. Use financial engineering to structure long term service agreements, fleet solutions, sale and leaseback transactions and other asset based arrangements that create value for both customers and TCR.

• Be comfortable discussing business cases, capital investment decisions, asset utilisation, total cost of ownership and lease economics with both operational and financial decision makers.

Drive alignment across the Group

• Work closely with Regional Managing Directors, local Managing Directors and Group functions to move opportunities forward and convert them into results.

Represent TCR in the market

• Build TCR's visibility and credibility across the aviation ecosystem and represent the company at customer meetings, industry events and trade fairs.

What success looks like

Within the first 24 months:

• A strong self generated pipeline across multiple European markets

• New customer relationships established with key industry players

• Strategic opportunities converted into signed agreements

• Growth delivered through new customers, new markets and expanded partnerships

• Commercial solutions developed that create measurable value for customers and TCR

• Strong credibility with customers and internal stakeholders

What we are looking for

Essential experience

• Proven success originating and closing complex, multi year B2B agreements

• Strong commercial and financial acumen

• Experience structuring and negotiating complex commercial transactions

• Strong understanding of leasing, fleet financing, equipment finance, asset utilisation and commercial financial structuring

• Experience with sale and leaseback transactions, asset based commercial models or comparable financial engineering solutions

• Experience engaging and influencing senior operational and financial decision makers

• Experience operating across multiple countries and cultures

Experience in aviation is an advantage, but experience in equipment leasing, transportation, logistics, infrastructure, industrial services or other asset intensive industries is equally relevant.

Personal characteristics

• Commercially driven and results focused

• Strong relationship builder with a hunter mindset

• Comfortable operating at senior executive level

• Able to combine strategic thinking with practical execution

• Commercially creative and able to structure solutions, not just sell products

• Pragmatic, resilient and self directed

• Fluent in English

• Willing to travel extensively across Europe

Why join TCR

• Help shape the next phase of growth of a global market leader

• Work directly with senior leadership across the Group

• Join a company backed by GIP and BlackRock, with the ambition and resources to continue investing in growth across Europe

• Take ownership of high impact commercial opportunities from day one

• Operate across more than 25 countries and 240+ airports worldwide

• Be part of a pragmatic, entrepreneurial culture where accountability and results matter

About TCR

TCR Group is a global leader in Ground Support Equipment solutions for the aviation industry.

We provide rental, leasing, maintenance and fleet management solutions to airlines, airports and ground handlers worldwide.

Headquartered near Brussels, TCR operates at more than 240 airports across Europe, North America, Asia Pacific and the Middle East, supported by more than 1,800 employees worldwide.

Interested?

If you enjoy building business, developing long term partnerships and closing complex commercial deals, we would like to hear from you.

Please note that we do not accept unsolicited applications or inquiries from recruitment agencies.