I Am Roger
We introduce #IAMJET employee Roger Barchha, Director Aircraft Management Sales, Zurich
Roger Barchha, Jet Aviation's Director of Aircraft Management Sales in Zurich, joined the company five years ago after moving to Zurich following a five-year term in Bahrain with a different management company. For him, the focus of the job is all about exceeding customer expectations —a timeless commitment.
Can you briefly describe your job?
In principle, my job is quite simple really – I find aircraft owners and demonstrate that Jet Aviation is the right company to trust with the management of their aircraft. Should they agree and join in, I remain as their 'first point of contact' within the company.
What is a typical day?
I suppose a typical day depends on whether I am in the office or on the road, so to speak. I spend a fair amount of time travelling, at least I did pre-COVID, either to meet with potential customers or to meet with industry associates and partners to gain information and referrals. If I am not travelling, I will be in the office, typically looking after existing customer requests or preparing documentation for potential customers, as a lot of the sales process revolves around answering complex technical or operational questions from owners on how we will manage their aircraft.
“I enjoy that my role is so diverse – there is no ‘typical day,’ and every customer is unique. I might be meeting a contact, dealing with complex requests or documentation, or working on designing a personalized sales offer”
What do you enjoy most about your job?
It is a very diverse role that requires working in close collaboration with a team that is comprised of the world's leading experts on aircraft management. Each client has his own tailored product or requirements, so we have to adapt to their changing needs and design the right package for each client. Working to ensure the best service possible is also very rewarding.
And what do you enjoy about working for Jet Aviation?
Working with one of the world's best aircraft management teams and learning from them every day.
What are the main challenges you face in your role?
It is often challenging to find ways to match customer requirements or expectations with our ability to deliver, and the discrepancy nearly always revolves around rules and regulations that must be upheld for safety reasons. This can often be resolved by walking the customer through our concerns and processes, to give them a fuller picture of aircraft management and the safety reasons behind all of our processes.
What would be the most memorable event or highlight of your career at Jet Aviation – and what made it special?
Every time a new customer calls to tell me they have agreed to join our managed fleet, as this is often the result of many months (and sometimes even years) of work, It's incredibly gratifying. Those are always special days.
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