Corporate Account Manager

Company Description

Cathay is a leading premium travel lifestyle brand based in Hong Kong, offering products and services across four lines of business – Premium Travel, Cargo, Low-Cost Travel and Lifestyle. The Cathay Group comprises premium full-service airline Cathay Pacific, cargo business Cathay Cargo, low-cost airline HK Express, express all-cargo carrier Air Hong Kong, and various other subsidiaries. Cathay Pacific was founded in Hong Kong in 1946.

The Group has been deeply committed to its home base, extending to the rest of Greater Bay Area, and making substantial investments to develop Hong Kong as one of the world’s leading international aviation centres.

We are looking for an individual to join the Sales Team in Vancouver, B.C. The successful candidate will achieve and exceed the agreed Corporate and Travel Management Company (TMC) sales targets through date-oriented actions. Acquire new business, establish Cathay in new markets and manage existing corporate and TMC accounts. They will focus on driving sales from corporate, institutional, and TMC partners, ensuring strong relationships and maximizing revenue opportunities.

Collaborate with the Head of Distribution Partnerships to align with regional goals and contribute to the sales team's success.

• Revenue Generation
  • Implement the company’s corporate, institutional, and TMC partnerships strategy in TAM. Including creating account level strategic plans to deliver profitable partnerships to Cathay.
  • Acquire high value corporate and TMC accounts 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.
• Portfolio Management
  • Service the existing portfolio to maintain and grow the value (focusing on revenue growth).
  • Make regular visits to corporate and TMC partners to conduct presentations, seminars, provide updates on products and services.
  • Focus on top revenue generating corporate and TMC partners and actively seek ways to improve the quality of the revenue generated by the portfolio.
  • Negotiate performance-based incentive contracts in accordance with global guidelines to optimise corporates contribution to Cathay’s revenue.
  • Ensure a cohesive sales activity and marketing plan is in place and managed with each incentivized corporate and TMC partner.
  • Actively manage the incentive cost of sales needed to generate the revenue within mandated parameters.
  • Manage the effectiveness of performance based incentive schemes by conducting regular and timely performance reviews to maximise available and potential sales opportunities.
  • Engage with Global Corporate and TMC partners at a local level as required.
• Enablement
  • Embrace new technologies, including but not limited to NDC, continuous pricing and offer and order management. Actively promote the use of new tools and technology to enhance communication, convenience, efficiency and service experience.
  • Utilise Salesforce to manage new and existing customers and sales activities in line with global guidelines.
  • Drive adoption and penetration of Business Plus.
  • Represent Cathay at industry and networking events.
  • Any other reasonable task as requested.
• E&A
  • Emergency and Accident and Crisis Response responsibilities as required.

Academic Qualifications

• Post-Secondary Diploma / Certificate preferable in a relevant Sales or Business field related discipline or equivalent combination of education, training, and experience is required.

• A minimum of three to four years recent experience in Sales.
• Knowledge of, or experience in, the airline industry is a distinct advantage.
• Demonstrable networking and relationship management skills.
• Has an achievement based record in achieving targets.
• Excellent communication and interpersonal skills.
• Strong negotiation skills.
• Respectable level of PC literacy in Word, Excel and PowerPoint.
• Knowledge of PRISM, DDS and Sales Force Automation tool is preferred.
• Adaptive to and embraces constant…