Account Manager (2 Years Fixed Term Contract)
Cathay Pacific
Company Description Let your passion fly! We're proud to be one of the world's leading airlines. Our reputation is built on a long track record of success, an ongoing commitment to our home Hong Kong, and on the delivery of customer service that's straight from the heart. All of this is possible due to our talented people who share our passion for aviation and our commitment to being the best. Our global family can open up a world of opportunities for you. This means that your first role at Cathay Pacific won't be your last. It could take you anywhere. Join us and discover just how far you can go! Role Introduction To achieve and exceed the agreed sales targets through intelligent use of data. Proactively negotiate and managing existing Trade/TMC partners and Corporate Accounts and continuously seek to acquire new business and establish Cathay in new markets. Key Responsibilities Revenue Generation
- Acquire high value accounts and business trade partners and TMCs 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 from the relevant sales channels
- Actively assist in transforming the culture from one of relationship selling to a insights-driven smarter selling Sales force
- Engage in consultative and insightful selling techniques and services with an enhanced focus on new business development
- Nurture specialty segment leads to sure these are converted where appropriate
- Engage in consultative and insightful selling techniques and services with an enhanced focus on new business development
- Actively source new partnerships and continue to drive commercial value from our existing partnerships
- Negotiate IAP agreements with local partners in accordance with IAP guidelines and cost of sale targets.
- Manage the relationship for Local/Global Trade and Corporate Partners
- Service a portfolio of existing Corporate Contract portfolio in order to maintain and grow the value (focusing on revenue not necessarily the growth in portfolio size). Seek ways to grow the revenue or terminate underperforming contracts.
- 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 Corporate Accounts and trade partners
- Actively seek ways to improve the quality of the revenue generated by the portfolio
- Negotiate rates, discounts, commissions and contracts in a timely manner against a background of data and yields 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
- Be the airline's ambassador within the portfolio to maintain strong relationships ensuring positive strong brand position
- Actively manage the cost of sale 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
- Ensure knowledge and application of MICE and specialty segments (marine, energy resources and humanitarian) to assist in revenue generation and adoption within the portfolio
- Drive adoption and penetration of Business Plus
- Utilise Salesforce.com to manage new and existing customers and sales activities
- Utilise PRISM to manage corporate accounts
- Represent Cathay at industry and networking events
- Any other reasonable task as requested
- Emergency and Accident and Crisis Response responsibilities as required
- Certification in a relevant Sales business field
- A minimum of four years recent experience in Sales
- Knowledge of, or experience in, the airline industry is a distinct advantage
- Excellent communication and interpersonal skills
- Demonstrable networking and relationship management skills
- Strong negotiation skills
- Strong level of PC literacy in Word, Excel and PowerPoint
- Knowledge of DDS, PRISM, MIDT and Salesforce Automation tool is preferred
- Adaptive to and embraces constant change
Vacancy posted 15 days ago
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