Company Description

Let your passion fly!

We’re proud to be one of the world’s leading airlines. Our reputation is built on a long track record of success, an ongoing commitment to our home Hong Kong, and on the delivery of customer service that’s straight from the heart.

All of this is possible due to our talented people who share our passion for aviation and our commitment to being the best. Our global family can open up a world of opportunities for you. This means that your first role at Cathay Pacific won’t be your last. It could take you anywhere. Join us and discover just how far you can go!

Role Introduction

To lead and manage the Sales Team to achieve and exceed the agreed targets across the sales territory through intelligent use of data. 

To ensure that the Sales Teams continuously seek to acquire new business and establish Cathay in new markets, while proactively negotiating and managing existing sales channels

Key Responsibilities

Revenue Generation

• Item 1 of 5, Acquire high value accounts and trade partners using a data and insights driven approach
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• Acquire high value accounts and trade partners using a data and insights driven approachItem 2 of 5, Maintain oversight to guarantee that sales actions are initiated and followed up in order to obtain sales leads and dynamically seek new business
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• Maintain oversight to guarantee that sales actions are initiated and followed up in order to obtain sales leads and dynamically seek new businessItem 3 of 5, Drive transformation of culture from one of relationship-based selling to an insights-driven smarter Sales force
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• Drive transformation of culture from one of relationship-based selling to an insights-driven smarter Sales forceItem 4 of 5, Ensure the sales team engage in consultative and insightful selling techniques and services with a primary focus on new business development
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• Ensure the sales team engage in consultative and insightful selling techniques and services with a primary focus on new business developmentItem 5 of 5, Ensure a strong focus is present across the geographic region to seek opportunities in the MICE (meetings, incentives, conferences and exhibitions) market including renewals and repeat business
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• Ensure a strong focus is present across the geographic region to seek opportunities in the MICE (meetings, incentives, conferences and exhibitions) market including renewals and repeat business

Portfolio Management

• Item 1 of 8, Manage local and regional relationships for Corporates, Travel Management Companies and Trade Partners
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• Manage local and regional relationships for Corporates, Travel Management Companies and Trade PartnersItem 2 of 8, Ensure that the existing portfolio, accounts and partners is well serviced to maintain and grow the value (focusing on revenue not necessarily the growth in portfolio size)
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• Ensure that the existing portfolio, accounts and partners is well serviced to maintain and grow the value (focusing on revenue not necessarily the growth in portfolio size)Item 3 of 8, Review the sales visits to clients are conducted in a way to enhance sales opportunities and facilitate sales including presentations, seminars, providing updates on products and services
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• Review the sales visits to clients are conducted in a way to enhance sales opportunities and facilitate sales including presentations, seminars, providing updates on products and servicesItem 4 of 8, Ensure focus on the top revenue generating corporate accounts, Travel Management Companies and trade partners
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• Ensure focus on the top revenue generating corporate accounts, Travel Management Companies and trade partnersItem 5 of 8, Ensure that leads sourced through Trade Partners, Travel Management Companies and the portfolio are followed up on in a timely manner
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• Ensure that leads sourced through Trade Partners, Travel Management Companies and the portfolio are followed up on in a timely mannerItem 6 of 8, Ensure that there are actions in place to improve the quality of the revenue generated across the region and portfolios
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• Ensure that there are actions in place to improve the quality of the revenue generated across the region and portfoliosItem 7 of 8, Encourage adoption of PRISM and promote Business Plus in addition to monitoring Super PLB based on opportunities with the cost of sales budget
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• Encourage adoption of PRISM and promote Business Plus in addition to monitoring Super PLB based on opportunities with the cost of sales budgetItem 8 of 8, Oversee the negotiation of discount rates, commissions, contracts and incentives to ensure that they are conducted in a timely manner and as per Global Sales guidelines against a background of data to yield the best return on investment revenue growth opportunities
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• Oversee the negotiation of discount rates, commissions, contracts and incentives to ensure that they are conducted in a timely manner and as per Global Sales guidelines against a background of data to yield the best return on investment revenue growth opportunities

General

• Item 1 of 7, Manage the cost of sales needed to generate the revenue within the mandated parameters
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• Manage the cost of sales needed to generate the revenue within the mandated parametersItem 2 of 7, Monitor the effectiveness of incentive/discount schemes by conducting regular and timely performance reviews in order to maximise available and potential sales opportunities
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• Monitor the effectiveness of incentive/discount schemes by conducting regular and timely performance reviews in order to maximise available and potential sales opportunitiesItem 3 of 7, Monitor financial status of Travel Management Companies and Trade Partners to mitigate financial/brand risk to Cathay Pacific.
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• Monitor financial status of Travel Management Companies and Trade Partners to mitigate financial/brand risk to Cathay Pacific.Item 4 of 7, Actively promote the use of new tools and technology to enhance communication, convenience, efficiency and service experience in support of corporate travel business
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• Actively promote the use of new tools and technology to enhance communication, convenience, efficiency and service experience in support of corporate travel businessItem 5 of 7, Support any Joint Ventures and Joint Business Agreements with other airlines in the area to ensure sales and revenue opportunities are maximised.
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• Support any Joint Ventures and Joint Business Agreements with other airlines in the area to ensure sales and revenue opportunities are maximised.Item 6 of 7, Utilise Salesforce.com to manage new and existing customers and sales activities
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• Utilise Salesforce.com to manage new and existing customers and sales activitiesItem 7 of 7, Utilise all Cathay data tools (PRISM, QlikView, BSP for example) to track the performance of the market and contracts
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• Utilise all Cathay data tools (PRISM, QlikView, BSP for example) to track the performance of the market and contracts

People Development and Performance Management

• Item 1 of 8, Lead, support and encourage own team to achieve success
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• Lead, support and encourage own team to achieve successItem 2 of 8, Build a strong, motivated team and ensure the right organisational structure and the right people are in place to facilitate teamwork
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• Build a strong, motivated team and ensure the right organisational structure and the right people are in place to facilitate teamworkItem 3 of 8, Supervise and mentor direct reports, encouraging effective collaboration
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• Supervise and mentor direct reports, encouraging effective collaborationItem 4 of 8, Demonstrate leadership and lead by example in accordance with Cathay’s core values
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• Demonstrate leadership and lead by example in accordance with Cathay’s core valuesItem 5 of 8, Develop employees with high potential and identify learning opportunities
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• Develop employees with high potential and identify learning opportunitiesItem 6 of 8, Maintain active and ongoing dialogue in relation to employee goals and individual performance
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• Maintain active and ongoing dialogue in relation to employee goals and individual performanceItem 7 of 8, Actively engage with employees to enhance communication and their understanding of department goals
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• Actively engage with employees to enhance communication and their understanding of department goalsItem 8 of 8, Enhance the employee experience in line with the role level and the internal brand promise
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• Enhance the employee experience in line with the role level and the internal brand promise

Requirements

Academic qualifications

• Item 1 of 2, Tertiary Education in a directly related sales or marketing field
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• Tertiary Education in a directly related sales or marketing fieldItem 2 of 2, Certification in a relevant Sales business field
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• Certification in a relevant Sales business field

Knowledge, skills, training and experience

• Item 1 of 10, A minimum of seven years recent experience in Sales
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• A minimum of seven years recent experience in SalesItem 2 of 10, Knowledge of, or experience in, the airline industry is a distinct advantage
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• Knowledge of, or experience in, the airline industry is a distinct advantageItem 3 of 10, Excellent communication and interpersonal skills
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• Excellent communication and interpersonal skillsItem 4 of 10, Demonstrable networking and relationship management skills
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• Demonstrable networking and relationship management skillsItem 5 of 10, Experience in leading a target driven team to success
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• Experience in leading a target driven team to successItem 6 of 10, Has a history of achievement in achieving targets
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• Has a history of achievement in achieving targetsItem 7 of 10, Strong negotiation skills
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• Strong negotiation skillsItem 8 of 10, Respectable level of PC literacy in Word, Excel and PowerPoint
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• Respectable level of PC literacy in Word, Excel and PowerPointItem 9 of 10, Knowledge of BSP, PRISM, MIDT and Sales Force Automation Tool is preferred
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• Knowledge of BSP, PRISM, MIDT and Sales Force Automation Tool is preferredItem 10 of 10, Adaptive to and embraces constant change
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• Adaptive to and embraces constant change

Benefits

Be part of the Cathay Pacific family and join a dynamic team culture working for one of the world’s Top Global Airlines.

Make the most of your leave and take advantage of travel industry discounts including airfares, hotels, tours and car hire.

Fly high with career development opportunities to diversify your skills and experience within the Cathay Pacific family