Account Manager - Trade

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 4 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 PowerPoint

• Knowledge of MIDT, DDS and Sales Force Automation tool

• Adaptive to and embraces constant change

CANDIDATE PLEASE APPLY FOR THIS POSITION VIA CATHAY PACIFIC CAREER WEBSITE - https://careers.cathaypacific.com/