Company Description

Role Introduction

To achieve and exceed the agreed sales targets through intelligent use of data. Proactively negotiate and managing existing Trade/TMC partners and Corporate Accounts and continuously seek to acquire new business and establish Cathay in new markets.

Key Responsibilities

Revenue Generation

Acquire high value accounts and business trade partners and TMCs as per agreed targets using an insights driven approach

Initiate and follow up on sales actions, obtain sales leads and seek new business from the relevant sales channels

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

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

Nurture specialty segment leads to sure these are converted where appropriate

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

Source new partnerships and continue to drive commercial value from existing partnerships

Portfolio Management

Negotiate IAP agreements with local partners in accordance with IAP guidelines and cost of sale targets.

Manage the relationship for Local/Global Trade and Corporate Partners

Service a portfolio of existing Corporate Contract portfolio to maintain and grow the value (focusing on revenue not necessarily the growth in portfolio size). Seek ways to grow the revenue/terminate underperforming contracts.

Make regular sales visits to clients to conduct presentations, seminars, provide updates on products and services in order to enhance sales opportunities and facilitate sales

Ensure that prioritisation allows for focus on the top revenue generating Corporate Accounts and trade partners

Seek ways to improve the quality of the revenue generated

Negotiate rates, discounts, commissions and contracts in a timely manner against a background of data and yields the best return on investment and have a mutually beneficial outcome

Ensure a cohesive sales activity and marketing plan is in place and managed with each incentivised trade partner

Search for new corporate sales leads through the Trade Partners

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

General

Manage cost of sale needed to generate the revenue within the mandated parameters

Monitor effectiveness of incentive schemes by conducting regular, timely performance reviews to maximise available and potential sales opportunities

Promote use of new tools and technology to enhance communication, convenience, efficiency and service experience

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 manage corporate accounts

Represent Cathay at industry and networking events

Other reasonable task requested

People Development and Performance

Lead, support and encourage team to success

Build a strong, motivated team, ensuring the right organisational structure are in place to foster positive team spirit and teamwork

Supervise direct reports, encouraging effective collaboration

Demonstrate leadership according to Cathay’s core values

Develop high potential employees and identify learning opportunities for training and development

Maintain communication in relation to employee goals and performance

Actively engage with employees to enhance communication and their understanding of department goals

Enhance employee experience in line with the role level and internal brand promise

E&A

Emergency and Accident and Crisis Response responsibilities

Requirements

Academic Qualifications

Certification in a relevant Sales business field

Knowledge, Skills, Training and Experience

A minimum of four years recent experience in Sales

Demonstrable experience in leading a target driven team to success

Knowledge of, or experience in, the airline industry is a distinct advantage

Superior communication and interpersonal skills

Excellent networking and relationship management skills

Excellent negotiation skills

Excellent level of PC literacy in Word, Excel and PowerPoint

Knowledge of DDS, PRISM, MIDT and Salesforce Automation tool is preferred

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.