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 achieve and exceed the agreed Corporate and Travel Management Company (TMC) sales targets through intelligent use of data. Continuously seek to acquire new business and establish Cathay in new markets, while proactively negotiating and managing existing Corporate and TMC accounts.

Key Responsibilities

Revenue Generations

Acquire high value accounts as per agreed targets using a data and insight driven approachActively initiate and follow up on sales actions, obtain sales leads and dynamically seek new businessActively assist in transforming the culture from one of relationship-based selling to an insights-driven smarter selling Sales forceGenerate mileage sales through negotiating lifestyle partnerships with suitable partners

Portfolio Management

Contribute to the strategic partnership and manage the local relationship for Global Corporates or Global TMCsService 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 salesActively seek ways to improve the quality of the revenue generated by the portfolioEnsure that appropriate prioritisation allows for focus on the top revenue generating corporate accounts and TMCsNegotiate discount rates, commissions and contracts in a timely manner against a background of data and yields the best return on investmentBe the airline’s ambassador within the portfolio to maintain strong relationships ensuring positive strong brand positionIntegrate lifestyle partnership conversations in discussions with corporate accounts and prospective partnersManage relationship with partners and support operational requirements including commercial term negotiation, responding to partner enquiries and entering contracts with partnerNegotiate commercial offers for marketing promotion and campaigns to increase awareness of local partner propositions

General

Actively manage the cost of sales needed to generate the revenue within the mandated parametersClosely monitor the effectiveness of incentive/discount schemes by conducting regular and timely performance reviews in order to maximise available and potential sales opportunitiesActively promote the use of new tools and technology to enhance communication, convenience, efficiency and service experience in support of corporate travel businessEnsure knowledge and application of MICE and specialty segmentsDrive adoption and penetration of Business PlusUtilise Salesforce.com to manage new and existing customers and sales activitiesUtilise PRISM to track the performance of the contractsRepresent Cathay at industry and networking eventsSupport Cathay’s goals on sustainability, lifestyle, and digital frontsAny other reasonable task as requested

E&A

Emergency and Accident and Crisis Response responsibilities as requiredRequirements

Qualifications / Experience Academic Qualifications

Certification in a relevant Sales business field

 

Knowledge, Skills, Training and Experience

A minimum of three to four years recent experience in SalesKnowledge of, or experience in, the airline industry is a distinct advantageDemonstrable networking and relationship management skillsHas an achievement based record in achieving targetsExcellent communication and interpersonal skillsStrong negotiation skillsRespectable level of PC literacy in Word, Excel and PowerPointKnowledge of PRISM, DDS and Sales Force Automation tool is preferredAdaptive to and embraces constant changePersonal & Application Information

Cathay Pacific is an Equal Opportunities Employer. Personal data provided by job applicants will be used strictly in accordance with our personal data policy and for recruitment purposes only. Candidates not notified within eight weeks may consider their application unsuccessful. All related information will be kept in our file for up to 24 months. A copy of our Personal Information Collection Statement will be provided upon request by contacting our Data Protection Officer.

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