Key Responsibilities

Revenue Generations

• Acquire high value accounts as per agreed targets using a data and insight driven approach

• Initiate and follow up on sales actions, obtain sales leads and dynamically seek new business

• Assist in transforming the culture from one of relationship-based selling to an insights-driven smarter selling Sales force

• Engage in consultative and insightful selling techniques and services with an enhanced focus on new business development

Portfolio Management

• Help to contribute to the strategic partnership and manage the local relationship for Global Corporates or Global TMCs

• Service existing portfolio or accounts / TMCs in order to maintain and grow the value (focusing on revenue not necessarily the growth in portfolio size)

• Regularly make sales visits to clients to conduct presentations, seminars, provide updates on products and services in order to enhance sales opportunities and facilitate sales

• Actively seek ways to improve the quality of the revenue generated by the portfolio

• Ensure that appropriate prioritisation allows for focus on the top revenue generating corporate accounts and TMCs

• Negotiate discount rates, commissions and contracts in a timely manner against a background of data and yields the best return on investment

• Be the airline’s ambassador within the portfolio to maintain strong relationships ensuring positive strong brand position

Requirements

(cont. KEY RESPONSIBILITIES)

General

• Actively manage the cost of sales needed to generate the revenue within the mandated parameters

• Closely monitor the effectiveness of incentive/discount schemes by conducting regular and timely performance reviews in order to maximise available and potential sales opportunities

• Actively promote the use of new tools and technology to enhance communication, convenience, efficiency and service experience in support of corporate travel business

• Ensure knowledge and application of MICE and specialty segments (marine, energy resources and humanitarian) to assist in revenue generation and adoption within the portfolio

• Drive adoption and penetration of Business Plus

• Utilise Salesforce.com to manage new and existing customers and sales activities

• Utilise PRISM to track the performance of the contracts

• Represent Cathay at industry and networking events

• Any other reasonable task as requested

E&A

• Emergency and Accident and Crisis Response responsibilities as required

Academic Qualifications

• Certification in a relevant Sales business field

Knowledge, Skills, Training and Experience

• A minimum of two years recent experience in Sales
• Knowledge of, or experience in, the airline industry is a distinct advantage
• Demonstrable networking and relationship management skills
• Has an achievement based record in achieving targets
• Strong communication and interpersonal skills
• Good negotiation skills
• Good level of PC literacy in Word, Excel and PowerPoint
• Knowledge of PRISM, MIDT and Sales Force Automation Tool is preferred

Adaptive to and embraces constant change