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.