Role Introduction

Reports to: Corporate Sales Manager - Hong Kong and Global


To achieve and exceed the agreed corporate sales targets through intelligent use of data while leading a team of outdoor corporate sales executive and/or indoor supporting team to continuously seek to acquire new business and establish Cathay in new markets, while proactively negotiating and managing existing corporate accounts
Key Responsibilities

Revenue generation

• Collaborate with senior management to develop and implement strategic sales plans focused on identifying high value accounts and capturing new business opportunities within emerging market segments, enhancing market presence, and driving revenue growth.
• Lead and coordinate Multi-Market Deals or Oneworld Alliance deals with parties concerned and referred to related team for further business development.
• Analyse, recommend, implement & monitor all aspects of corporate pricing.
• Acquire potential and high-value accounts as per agreed targets by utilizing a data-driven approach, while engaging in consultative and insightful selling techniques with an enhanced focus on business development.

Portfolio Management

• Manage the relationship for Local Office of Global Corporates and Local Corporates
• Develop and negotiate route deal offer with internal parties, response to RFPs (Request for Proposals), and prepare corporate fare proposal to key executive decision-makers and procurement managers in a timely manner.
• Conduct regular performance reviews and sales visits, presentations, seminars, provide updates on products and services in enhancing sales opportunities and facilitate sales.
• Support Global Corporate Account Managers for local port’s operation issues to enhance and maintain business relationship at local level.
• Maintain corporate profiles, as needed, by understanding and documenting customers' businesses priorities and goals, and driving prompt resolutions of customer issues to ensure a high level of customer satisfaction.

People Development and Performance Management

• Lead, support and encourage own team to achieve success.
• Build a strong and motivated team, ensuring the right organisational structure and the right people are in place to foster positive team spirit and facilitate teamwork.
• Develop employees with high potential and identify learning opportunities to ensure appropriate training and development.
• Actively engage with employees to enhance communication and their understanding of department goals.
• Enhance the employee experience in line with the role level and the internal brand promise.

General

• Actively manage the cost of sales needed to generate the revenue within the mandated parameters.
• Handle enquiries and provide solutions to the unresolved problems raised by corporate customers or client service units in relation to clients' requests or questions.
• Participate, plan, organise and attend on any sales and marketing activities related to maximise corporate sales revenue opportunities and promoting Cathay Pacific Corporate Programme to the market.
• Be the airline’s ambassador within the portfolio to maintain strong relationships ensuring positive strong brand position.
• Any other reasonable task as requested.

Requirements

• 5 years of airline commercial or sales experience with at least 1 years of experience in people management
• Good communication and interpersonal skills, able to influence internal stakeholders as well as external clients.
• Proven commercial acumen, numerically literate, analytical and result oriented.
• Self-motivated with the ability to work in teams, as well as independently.
• Ability to work under pressure to meet tight timelines.
• Fluency in written and spoken English, proficiency in Cantonese and/or Mandarin an advantage.
• Proficiency in using the sales tools e.g. salesforce.com, and/or PRISM preferred.

Personal & 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.