Non-Executive Director — Aviation Commercial Finance

Three linked areas of scrutiny

First, examine the integrity of margin reporting. Management should explain the treatment of commissions, repositioning or ancillary costs where relevant, refunds and claims. A commercial metric that excludes recurring delivery costs may encourage decisions that look successful while weakening cash and profitability.

Second, review concentration and dependency. Consider exposure to major customers, service suppliers and payment arrangements, including circumstances in which several transactions could be affected by the same disruption. Growth proposals should show how those dependencies will be managed.

Third, scrutinise the approval of exceptional commercial terms. The board should know whether exceptions remain genuinely occasional or have become the ordinary way the business competes. Require clarity on who can accept unusual payment, cancellation or service obligations and when a material change returns for approval.

Experience that supports the challenge

Candidates should have senior finance, commercial governance or board experience in aviation services, travel or a comparable transaction-intensive business. They need to understand both financial controls and the practical uncertainty of service delivery. Evidence of improving the quality of commercial decisions is more relevant than familiarity with industry terminology alone.

What this seat will deliver

The director acts through collective board decisions and any assigned committee remit. Executives remain accountable for pricing, contracting and service execution. The contribution should be visible in better-supported growth decisions, clearer reporting of economic performance and earlier recognition of commitments that could strain liquidity or reputation.

Candidates must be comfortable challenging attractive revenue narratives and equally able to recognise a justified commercial risk. They should disclose interests involving customers, intermediaries, suppliers and financiers so that independence can be assessed. The board will expect preparation, constructive questioning and continued attention to the outcomes of decisions after the initial approval discussion has ended.