Account Manager – Trade Sales
2 months ago
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 IntroductionTo 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 ResponsibilitiesRevenue 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 Well understanding of local market and develop segment products like student, marine, labour etc. Manage the tourism board relationship and proactively explore the collaboration opportunities.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 Besides traditional agency channels, explore new sales channels to drive sales and CX brand awareness.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 Make best use of agency and business partnerships channels (Wechat account, APP, B2B platform, etc) to increase CX products and brand awareness. Any other reasonable task as requestedE&A
Emergency and Accident and Crisis Response responsibilities as required RequirementsAcademic Qualifications
Certification in a relevant Sales business fieldKnowledge, Skills, Training and Experience
A minimum of three years’ recent experience in Sales 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 PowerPoint Knowledge of MIDT, DDS and Sales Force 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 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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