Cargo Sales Manager, Shanghai

2 weeks ago

Shanghai, Shanghai, China Cathay Pacific Airways Limited Full time
Company Description

At Cathay Pacific, we share one common aspiration: to be the world's best airline. We believe in looking for the best in our people, in working as a team, in doing the right thing by our shareholders and our communities.

With a global team, we offer a diverse range of career choices and opportunities - in the air, on the ground; in customer service, in the office; managerial or professional roles. Our team of great people each plays a key role to deliver the quality service that we are famous for.

Notes:

All Chinese mainland based positions are subject to local terms and conditions. Applicants must have the right to live and work in Chinese mainland. Once employment is confirmed, the employment contract and personnel file will be arranged through local FESCO/ FASCO. Role Introduction

To develop and execute the commercial strategies for the port / area / region in order to surpass revenue targets and commercial Key Performance Indicators as well as ensuring fit for purpose sales solutions are provided to customers.

Key Responsibilities

Revenue Generation

Support the Regional Head of Cargo in developing the Cargo Business Plan in alignment with Head Office cargo strategies and specified Key Performance Indicators Execute the Cargo Business Plan and lead the team to surpass revenue budget and targets Ensure focus on regional coordination to leverage the advantage of multiple points of sale to maximise contributing of freighter and passenger flight revenue Conduct regular reviews of revenue performance and lead team to take actions where revenue is behind budget Ensure that teams hunt for new revenue generation streams, for example from new routes, new frequencies, ancillary charges Generate revenue with perspective of sales channels, product sales and offline sales development Set and execute sales plans to generate revenue, balancing short-term and long-term revenue goals in terms of market share, yield, and agency distribution breadth Lead the team to provide superb sales customer services in all customer touch points to drive premium selling rates and regular business Lead the negotiation and execution of sales contracts

Account Management and Sales Administration

Assist in setting the annual revenue budget and Cargo Business Plan by providing meaningful insights Lead the sales teams to generate revenue from forwarders by exploiting revenue potential from each account by referencing available market data and information Lead the sales teams to manage day-to-day relationships with forwarders to maximise revenue generation Ensure that the sales teams collect, analyse and report market conditions, trends and activities Provide superb sales customer services across all customer touch points so as to drive premium selling rates and regular business

Efficiency Improvement

Manage commercial cost of sales with an appropriate balance between revenue increases against required costs Lead the sales teams to Implement programmes are to support e-initiatives to drive penetration of e-Bookings and other Agent Self-Service functions

Financial Risk Management

Manage credit risks with reference to relevant internal guidelines / IATA local financial criteria where applicable

Partnerships and External Liaisons

Establish and manage relationships with shippers, key industry and trade partners, and associations so that Company interests are well represented Confer recognition on, and earn the loyalty of our highest value customers, including Cargo Clan Elite members

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 dialogue on employee goals and performance, enhancing communication and understanding of department goals. Support People Managers in designing and conducting development programs, including succession planning, aligned with Head Office direction. Enhance the employee experience in line with the role level and internal brand promise.

E&A

Emergency and Accident and Crisis Response responsibilities as required Requirements

Academic Qualifications

University degree (or tertiary equivalent) preferably with a logistics, sales and marketing or business discipline

Knowledge, Skills, Training and Experience

Minimum 8 years' experience in sales, preferably in airlines' cargo / forwarders / logistics or a related industry, of which at least 4 years in a team management role Working knowledge of, and experience in the cargo/freight forwarding environment is a distinct advantage Proven achievements in building, maintaining and leading teams to success Established track record in meeting or exceeding sales and revenue targets Demonstrable ability in successful business relationship building and account management Strong communication and people skills Strong numeric and analytical skills 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.

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