Revenue Generations

• Acquire high value global and local trade partners 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

• Engage in consultative and insightful selling techniques and services with a

dedicated focus on new business development

• Actively assist in transforming the culture from one of relationship-based selling to an

insights-driven smarter selling Sales force

• Ensure strong focus is given to seeking opportunities in the MICE (meetings,

incentives, conferences and exhibitions) market including renewals and repeat
business

Portfolio Management

• Ensure management of 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

• Ensure that a cohesive sales activity and marketing plan is in place and managed

with each incentivised trade partner

• Actively search for new corporate 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

• Actively manage the cost of sales 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 sales
opportunities

• Actively 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
• Any other reasonable task as requested

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

• Supervise and mentor direct reports, encouraging effective collaboration
• Demonstrate leadership and lead by example in accordance with Cathay’s core

values

• Develop employees with high potential and identify learning opportunities to ensure

appropriate training and development

• Maintain active and ongoing dialogue in relation to employee goals and individual

performance

• 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

E&A

• Emergency and Accident and Crisis Response responsibilities as required

Academic Qualifications

• Certification 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
• Superior communication and interpersonal skills
• Demonstrable networking and relationship management skills
• Experience in working in an environment with targets and achieving targets
• Demonstrable experience and skills in leading teams to success
• Strong negotiation skills
• Respectable level of PC literacy in Word, Excel and Power Point
• Knowledge of MIDT, DDS and Sales Force Automation tool
• Adaptive to and embraces constant change