GE Aerospace's Quick Six with Packey Velleca

From working parents to military veterans, GE Aerospace would not be the company it is today without its employees. We created “Quick Six” to celebrate our diverse talent by asking employees six questions that uncover the unique ways that they contribute to GE Aerospace and the world.

In our next installation of Quick Six, GE Aerospace interviewed Packey Velleca, Sales Director for GE Aerospace. Packey’s career at GE Aerospace is a powerful example of what it means to be truly customer driven. Since joining the company in 2001, he has spent the last 25 years working side‑by‑side with customers, learning their businesses, and shaping deals around their needs and economics. Packey has focused on listening first, building trust, and creating value that lasts decades, not quarters. He is retiring this year after working with United Airlines to finalize a deal for 300 GEnx engines to power their new fleet of Boeing 787 aircraft.

Questions:

1. Tell us about your career path. When did you come to GE Aerospace and what various roles have you served in your career.

My first job after college was as an electrical engineer at Kennedy Space Center. Later, as an engineer at a GE Aerospace joint venture, I had the opportunity to work with some of the GE Aerospace commercial team… and I was hooked! I knew right away I wanted to be in engine sales: the equipment was high‑tech, the billion‑dollar deals were exciting, and the people were amazingly skillful.

2.  Over the decades, customer needs have evolved. What have you noticed as the biggest change and how have you adapted in your role to help the customer?

Early in my role, many customers focused on the equipment acquisition and deferred the engine maintenance decision until after the sale. Today, most airlines negotiate the services along with the equipment, which requires us to deeply understand their needs, their underlying economics, and most importantly, the value we bring through our services offerings.

3. What are the top lessons you've learned from this customer about building long-term partnerships?

United was not a significant GE Aerospace customer before 1970; today, almost 75% of their fleet is powered by GE Aerospace and CFM engines. I think this shows our business isn’t about the short term and that our customers are an investment in our future. Also, I think the best way to serve our customers is to find a way to say “yes” to the structure of their request and then work hard to create the win‑win.
 

4. What’s the best advice you’ve received – personally or professionally?

I learned a lot by watching and listening to the great people in this business, but here are my favorites:

• WIN-WIN IS THE NAME OF THE GAME.  For me, sales is about finding the right deal for both parties – the win‑win. It’s not a zero‑sum game. I think the best way to do that is by building trust, and the best way to build trust is to be clear, responsive, and transparent.
• SELLING IS LISTENING.  When I’m with a customer, I imagine a two‑piece pie chart floating over our heads. The size of each piece shows how much each person is talking. If I’m over 30%, I stop talking!
• LEAD WITH THE HEADLINE. Sales is storytelling. When it’s time to talk, the first thing I say is how we can help our customer in economic (not technical) terms. I avoid “building up” to the headline because people are busy and their time is valuable. I like to give them what they want, and then they determine what we talk about next.
• JUST ANSWER THE QUESTION. That’s probably good advice for any situation, but it’s especially good when seeking an approval or meeting with your customer.
• KNOW THE PRODUCT, THE ECONOMICS, AND YOUR CUSTOMER. When a commercial person can hit that trifecta, the customer will realize they’re talking to the right person.
   

5. What are you most proud of in your career?

As a Sales Director for almost 20 years, I’ve had the opportunity to lead great teams that closed about $70B in backlog and sold over 3,000 installed engines. Though I love being an SD, some of my proudest moments include deals I worked as a Sales Support Director. Here are some of my favorites from both roles:

• First GE90-115 deal: In 2004, GE Aerospace had our first GE90‑115B win at Singapore Airlines on their 777‑300ER. Chaker Chahrour was the GE90 product line general manager, and I was effectively his SSD ; ).
• First GEnx deal: In 2005, I was the SSD when GE Aerospace had our first GEnx win at First Choice Airways (now TUI) on their 787. GE Aerospace had suffered a few early losses, and our approval was clear: bring home the win.
• Standard Aero CFM56 shop: In  2009, WestJet Airlines wanted a Canadian engine shop and GE Aerospace was looking for a partner shop in North America. I was the SD for both WestJet and StandardAero, and we figured out how to say “yes” for the win‑win‑win.
• United 787/GEnx deal: This year, United and GE Aerospace reached agreement for the GEnx to power 100% of their fleet of 787 aircraft. It’s the largest 787 and GEnx order in the world, and I’m proud to be part of an important relationship that started in 2006 and will endure through the 2050s.
• Commercial Masters Program: I am very proud to have led the team that defined and implemented the Commercial Masters Program in 2019. Engineers at GE Aerospace have the highly regarded Edison Program, and now our commercial people have a program to help them be the best in the world
   

6. What’s the first trip you plan to take post-retirement?
   To my kitchen! I like to cook, but our 100‑year‑old house needs a modern kitchen. I like to build cabinets, so I will be making those myself. After that, it’s off to Ireland, as my wife Gina is of Irish descent and hasn’t been there yet. And after that… well, let’s just see what unfolds!