Company DescriptionCathay is a leading premium travel lifestyle brand based in Hong Kong, offering products and services across four lines of business – Premium Travel, Cargo, Low-Cost Travel and Lifestyle. The Cathay Group comprises premium full-service airline Cathay Pacific, cargo business Cathay Cargo, low-cost airline HK Express, express all-cargo carrier Air Hong Kong, and various other subsidiaries.
At Cathay, we are committed to moving people forward in life — whether through travel experience, lifestyle products or career growth. Being part of Cathay is more than just a job, it’s a meaningful career journey toward realising your ambitions. Your skills will become a bridge that connects the world, opening up infinite possibilities along our customers’ life journeys. If you are seeking an opportunity to take flight, let your ambitions propel you higher and further.
Make Your Career Move, together with Cathay.
Notes:
1. All Chinese mainland based positions are subject to local terms and conditions.
2.Once employment is confirmed, the employment contract and personnel file will be arranged through a local third-party human resources agency designated by Cathay Pacific.
Role IntroductionTo 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 spanets.
Key ResponsibilitiesRevenue Generation
- Acquire high value accounts and business trade partners and TMCs as per agreed targets using an insights driven approach
- Actively initiate and follow up on sales actions, obtain sales leads and dynamically seek new business from the relevant sales channels
- Actively 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
- Actively source new partnerships and continue to drive commercial value from our 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 in order to maintain and grow the value (focusing on revenue not necessarily the growth in portfolio size). Seek ways to grow the revenue or 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
- Actively seek ways to improve the quality of the revenue generated by the portfolio
- 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 that a cohesive sales activity and spaneting plan is in place and managed with each incentivised trade partner
- Actively search for new corporate sales leads through the Trade Partners
- Be the airline’s ambassador within the portfolio to maintain strong relationships ensuring positive strong brand position
General
- Actively manage the cost of sale needed to generate the revenue within the mandated parameters
- Closely monitor the effectiveness of incentive schemes by conducting regular and timely performance reviews in order to maximise available and potential saes opportunities
- Actively promote the 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
- Any other reasonable task as requested
E&A
- Emergency and Accident and Crisis Response responsibilities as required
RequirementsAcademic Qualifications
- Bachelor’s degree preferably in a relevant Sales business field
Knowledge, Skills, Training and Experience
- A minimum of four years recent experience in Sales
- Knowledge of, or experience in, the airline industry is a distinct advantage
- Excellent communication and interpersonal skills
- Demonstrable networking and relationship management skills
- Strong negotiation skills
- Strong 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
Personal & Application InformationCathay Pacific is an Equal Opportunities Employer. Personal data provided by job applicants will be used strictly in accordance with our Applicant Personal Information Collection Statement and for recruitment purposes only. Candidates not notified within eight weeks may consider their application unsuccessful. We keep records of your data for no longer than is necessary for the purpose for which we obtained them and any other permitted linked purposes. If your application is unsuccessful, we will keep your details on file for as long as is necessary to process your application or for the purposes of further job opportunities if you agree to such longer periods.
