People of the Industry

Shariff Narayanin, former Jetcraft Sales Representative
Location: Jakarta, Indonesia

How long have you been at Jetcraft?

It was one year ago that I joined the Jetcraft family. After 20 years of working in flight operations (and close to 9,000 flight hours), I was lucky to be given a chance at learning the difficult world of aircraft sales.

What are your responsibilities within the global Jetcraft team?

I support the team by identifying and engaging new leads in South East Asia, mainly Indonesia (the country I call home). I work under the guidance of David Dixon whose experience and knowledge of the territory have been invaluable to me.

Describe a typical day or week in your role.

There is nothing typical about my week. I spend most of my time in Jakarta and around South East Asia chasing new prospects. A day could be made up of calling a potential lead in the morning, touching base with a contact at lunch time, then getting refreshed and ready to attend a long evening event to further an existing business relationship. I may spend several hours in traffic getting to an appointment, or experience a weekend in a remote forest, an island, or a Formula One track. I am always following that customer who never stops in one place.

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Gaspard Milazzo, CEO & Sales Broker, G-Yachts
[email protected]

How long have you been at your current organization?

I have been in the yachting industry since I was born, as my parents were pioneers in boat sales and charters in the early 70’s in the French Riviera. I created my company, G-Yachts (originally called Gaspard Yachts), in 1999.

What are your responsibilities within your organization?

I am the CEO of G-Yachts, so I supervise all operations within the company, but I also carry on working as a yacht broker as this is what I really enjoy.

Describe a typical day or week in your role.

I spend a lot of my time between Monaco and Cannes, as we have an office in both places. Regardless of where I am, like most of us, the first thing I do when I open my eyes is read my emails. Then I spend a lot of time at the office among my team talking about sales, charters and management, as I really believe that good communication is a key to success. I also travel quite a bit to meet clients and attend many events all over the world, which I really enjoy. My favorite part of the day is when I can come home to my family and 3 wonderful daughters.

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Johan Blitz, Global Head of Corporate Aircraft Finance, UBS

How long have you been at your current organization?

11 years

What are your responsibilities within your organization?

I am the Global Head of Corporate Aircraft Finance for UBS. I launched the aircraft-financing product within UBS 11 years ago and since then have been able to successfully implement this product with an ever-increasing portfolio and team. My responsibilities revolve around our multi-billion USD portfolio and managing client and asset risks, but also are linked to marketing and product awareness to our Wealth Management arm. UBS is now considered one of the top financiers in the UHNW segment for corporate aircraft.

Describe a typical day or week in your role.

I usually arrive in the office around 7am and immediately I start up my computer. Then I need a very strong coffee. And another one. Next I start to navigate through the jungle of emails. Depending on the content of the emails, the planning of the day starts (besides the scheduled internal and external meetings). I speak to my team and get an update on the business, internal projects and default cases. I also get an overview on payments received from our clients and depending on the status, may delegate some tasks to some colleagues. Due to the overall difficult market situation and deterioration of values, I speak on a daily basis to our internal stakeholders such as Risk, Legal and Compliance, and sometimes also with our Tax department. There are always ongoing internal projects that need to be discussed, prepared and presented. I’m often involved in complex cases, difficult discussions or strategic planning for new transactions.

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John Schwartz, Jetcraft
Location: Minneapolis, MN, USA

How long have you been at Jetcraft?

On October 9 I will have been here for 5 years.

What are your responsibilities within the global Jetcraft team?

I am responsible for internal oversight of Jetcraft’s owned inventory aircraft that are acquired either via an outright purchase or through a trade-in. I also provide Sales Engineer support for Chad Anderson (President) and Jahid Fazal-Karim (Owner and Chairman).

Describe a typical day or week in your role.

The only thing typical about my day is that it’s a-typical. Most days are spent responding to incoming requests from the sales team, and correspondence either related to Jetcraft’s owned inventory aircraft or with the Sales Engineer team. I work extensively with management and our technical advisors to ensure that we are up to date internally on the current status of each of the aircraft that we own and make sure that the entire Jetcraft team is updated.

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Alasdair Whyte, Editor and Co-founder, Corporate Jet Investor
[email protected]

How long have you been at your current organization?

Louisa Whyte (my wife) and I launched Corporate Jet Investor in 2010. We felt there was a need for an online magazine and conferences for the business jet market.

We spun out helicopters in 2012 and in 2016 launched a commercial aircraft version called Aircraft Investor. We also run a superyacht conference.

Although the business jet market was in a downturn in 2010, we were confident that we would be there for an upturn. We are still waiting.

What are your responsibilities within your organization?

I focus on the content (with Louisa managing pretty much everything else). This includes newsletters, longer articles and the agendas for different conferences. But we are a small business so we all get involved in lots of different things.

Describe a typical day or week in your role.

If I am not travelling, I usually drop our children off at school. Louisa and I then often have a meeting whilst walking our office dog. When I get to the office I look at all of the major news stories that day. We divide up who is writing what and I will typically write a short opinion piece before lunch.

After lunch I might discuss some of the biggest issues in the market for one of our conferences. Most days involve a number of phone calls and a lot of emails. Some of these can be very late if I am dealing with the US or very early if Asia or Australia.

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Christie Martin-Gray, former Brand Director, Jetcraft
Location: Raleigh, NC, USA

How long have you been at Jetcraft?

My sister Lucy Castle, Jetcraft’s Administrative Director, first introduced me to Jetcraft in 2006. I worked with Jetcraft on an as-needed basis until joining the team fulltime in April 2010 as Marketing Director.

What are your responsibilities within the global Jetcraft team?

My role changed this year to Brand Director, and my primary responsibility is to support the VP of Marketing with planning and executing our corporate branding and paid media strategies. This includes keeping a close eye on accuracy, consistency, clarity and relevance as it relates to our brand to ensure a strong connection with our customers.

Describe a typical day or week in your role.

Priorities can shift quickly, so I start and end each day with a few minutes of assessing priorities and planning. I spend most of my time developing and maintaining brand assets, brand advertising, and some of the sales tools and integrated retail campaigns. Ensuring we adhere to our high standards, deliver on our brand promise and align our brand assets closely with sales objectives involves a myriad of daily activities including strategizing and brainstorming, research, assessing internal documents, directing creative agencies, writing, negotiating media opportunities and so on.

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Tom Hauge, National Sales Director, Wings Insurance
[email protected]

How long have you been at your current organization?

I started at Wings Insurance in February of 2004. Prior to joining Wings I spent a short period of time in the Reinsurance business working for the world’s largest Reinsurance broker.

What are your responsibilities within your organization?

I am the National Sales Director for Wings Insurance. I also take on the role as my firm’s industry focal for many professional aviation organizations that we support and participate in such as National Aircraft Resale Association (NARA) and the numerous aircraft ownership organizations that exist in the turbine aircraft marketplace (Citation Jet Pilots, TBM Owners, Phenom Owners, Meridian/Malibu Owners, Pilatus Owners etc). Finally, I mentor and oversee our sales staff and lead sales initiatives for our aviation insurance product line.

Describe a typical day or week in your role.

A typical day in my role usually involves interaction with my team in preparing insurance renewal proposals for our current client base. In addition to our existing clients – my team usually has anywhere from 3-5 new business opportunities we are working on every week which range from light aircraft up to commercial aviation risks – we do focus heavily on turbine risks which makes up the bulk of our book of business. In a week’s time I typically will have some travel away from home office. My time away from the office generally will involve visiting clients in our company aircraft or traveling to a convention or outing in support of the owner/pilot and professional aviation organizations that we support.

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Peter Antonenko, Chief Operating Officer, Jetcraft
Location: Minneapolis, MN, USA
[email protected]

How long have you been at Jetcraft?

I joined Jetcraft in November 2006.

What are your responsibilities within the global Jetcraft team?

Management of legal and transaction management matters, corporate and transaction strategy, marketing and IT oversight, member of the board of directors, and manage outside counsel.

Describe a typical day or week in your role.

I typically start the day addressing current deals that are either pending or working to become pending. This includes working with the legal, transaction management and sales teams, and coordinating with other members of the board on upcoming opportunities. I’ll also handle delegation of deals to the various transaction management team members and to outside counsel who may be assisting us. Depending on the day, I’ll have meetings with the marketing team to discuss upcoming events or other marketing activities, and if a board meeting is coming up, discuss what if anything we’ll need to present to the board on behalf of marketing. As a transaction-focused organization, much of what I do is centered around getting deals done.

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Devri Pitts, Independent Association Director, NARA

How long have you been at your current organization?

I started working for NARA (National Aircraft Resale Association) in the Fall of 2004.

What are your responsibilities within your organization? 

I am the Independent Association Director. I work closely with the NARA Board and Products & Services Member Advisory Council to provide Association management, membership services, and administrative support. I also plan NARA meeting functions and to oversee and coordinate NARA’s marketing efforts.

Describe a typical day or week in your role.

Each day I communicate with our Board of Directors on current action items, whether that be marketing initiatives, upcoming meetings, committee organization, or Association management details. I also handle the day-to-day member communications including responding to membership inquiries and current member requests, as well as the day-to-day finances that keep the Association humming.

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