Company Description

We are proud of our Hong Kong heritage and equally proud of the global, diverse workforce that makes us who we are. Celebrating 78 years of flying this year, we are a values driven, complex global business; but we are also a family. Regardless of job or location, we are all one team who are focused on delivering a world-class airline operation.
Role Introduction

Reports to: Sales Manager - Trade, Osaka
Location / Country: Osaka / Japan
Employment Condition: Permanent

The successful candidate is expected to achieve and exceed the agreed trade 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 Agency (including Online Travel Agencies) sales and accounts and indirect sales channels.
Key Responsibilities

Revenue Generations

• Acquire high value global and local trade partners as per agreed targets using an insights driven approach
• Initiate and follow up on sales actions, obtain sales leads and dynamically seek new business
• Engage in consultative and insightful selling techniques and services with a dedicated focus on new business development
• Assist in transforming the culture from one of relationship-based selling to an insights-driven smarter selling Sales force
• Give a strong focus to seeking opportunities in the MICE (meetings, incentives, conferences and exhibitions) market including renewals and repeat business

Portfolio Management

• Help to manage the local relationship for Global Trade Partners
• Service the existing portfolio in order to maintain and grow the value (focusing on revenue growth)
• 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 trade partners and actively seek ways to improve the quality of the revenue generated by the portfolio
• Negotiate rates, commissions and contracts in a timely manner against a background of data and yields to achieve the best return on investment and have a mutually beneficial outcome
• Manage a cohesive sales activity and marketing plan and manage incentivised trade partners
• Search for new corporate trade sales leads through the Trade Partners and ensure these are passed on to the Corporate Sales teams
• Be the airline’s ambassador within the portfolio to maintain strong relationships ensuring positive and prominent brand position

General

• Manage the cost of sales needed to generate the revenue within the mandated parameters
• Monitor the effectiveness of incentive schemes by conducting regular and timely performance reviews in order to maximise available and potential sales opportunities
• Promote the use of new tools and technology to enhance communication, convenience, efficiency and service experience
• Utilise Salesforce.com to manage new and existing customers and sales activities
• Utilise DDS to track the account performance
• Represent Cathay at industry and networking events

E&A

• Emergency and Accident and Crisis Response responsibilities as required

Requirements

• Two years’ recent experience in Sales is an advantage
• Knowledge of, or experience in, the airline industry is a distinct advantage
• Strong communication and interpersonal skills
• Demonstrable networking and relationship management skills
• Experience in working in an environment with targets and achieving targets
• Good negotiation skills
• Good level of PC literacy in Word, Excel and Power Point
• Knowledge of MIDT, DDS and Sales Force Automation Tool is preferred
• Adaptive to and embraces constant change
• Excellent written and verbal communication skills in both English and Japanese
• Must have the legal right to live and work in Japan

Benefits

• Base salary: JPY223,300/month (inexperienced), JPY234,470/month (at least one year of relevant sales experience)
• Fixed allowance per month: JPY38,000 + Base salary x 7.4%
• Sales allowance per month: JPY25,000 (after completing probation period)
• Other allowances: the company regulations apply
• Social insurance: Unemployment insurance, Worker's compensation insurance, Health insurance, Welfare pension insurance
• Commuting expense allowance: Up to JPY50,000/month
• Working hours per day: 7.5 hours
• Break time: 1 hour
• Off day: Two days off every week
• Probation period: 3 months
• Annual leave: 16 days in the first year after completing 6 month service
• Potential for additional discretional bonus (depends on the company's performance and financial status)

Personal & Application Information

Application

• Cover letter in English detailing your motivation for applying
• CV (履歴書 & 職務経歴書, both Japanese and English)

Application deadline: 30 September 2024
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. 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.