An aircraft broker works with high net worth clients and their representatives mediating the buying and selling of aircraft or the chartering of an aircraft. This role is challenging and pressurized but can also be very lucrative and offers an unlimited income. It is a prestigious role that provides lots of opportunity in an exciting fast paced environment. You have to be a self-starter with strong sales ability and be extremely committed to the role to be successful.
What is the role of an aircraft broker?
The main duties of an aircraft broker are to:
- Decide a client’s needs
- Present budgets and prepare quotes
- Determine an aircraft’s value and specifications
- Negotiate a deal between buyer and seller of aircraft
- Be responsible for aircraft acquisition and sales
- Generate sales from potential clients
- Strategize to close sales
- Provide good customer service
Some tasks that you may be required to do are:
- Business development
- Client retention
- Attend trade shows
- Brief operator of sales activities
- Conduct market assessments to prioritize potential customers
- Administration as appropriate
Basic requirements and qualifications
An aircraft broker should have some experience in aviation e.g. pilot, flight instructor or mechanic. Sales and marketing experience is also very important along with account management and business development. One year as a broker is often a pre-requisite as is strong knowledge of business software. Some countries require the broker to have a certified license, for example in the USA where some states list it as a requirement. For more information:
Essential skills that an aircraft broker should have are:
- Excellent organization
- Good time management
- Good project management
- High attention to detail
- Ability to think quickly
- Good presentation
- Public speaking skills
- Entrepreneurial spirit
How to apply
Most aircraft broker jobs can be found on specialized aviation job websites or may be advertised in aviation sales magazines. Agencies sometimes advertise for Aircraft Brokers online too.
Hours, salary and benefits
The working hours of an Aircraft Broker are mostly a standard 40 hour week, however, your hours also need to be flexible to be able to negotiate with clients. You may work from an office at the airport, an FBO or at a private operation. Due to the nature of the work you will need to be available 24/7, 365 days a year.
Salary is made up of basic, plus commission.
Experienced Aircraft Broker
100,000 + GBP
Other benefits may include health and life insurance, depending on the operator. Commission on an aircraft sale can be up to 15%, so it can be a very lucrative career. Pay may also be commission only, if working independently. Performance related pay may also be a possibility if working for an operator as a charter broker rather than in aircraft sales.
Aircraft brokers can work in other sectors of the industry, including within aircraft completion centers or in sales directly for an aircraft manufacturer. Many pilots and engineers with contacts in the aircraft manufacturer industry may also work as a broker as a part time career. For aviation experts with sales experience, there will always be work as an aircraft broker if you have the contacts, especially as corporate aviation continues to grow and the demand for private jets increases. Buying and selling private jets is big business and being an aircraft broker offers a lot of opportunity, challenges and large income to the right person.
This is clearly not a career that just anybody can jump into, but if you have the required knowledge, skills and interest in the aviation industry then this may be the right career for you or perhaps for a career change.