Corporate Sales Executive - Hong Kong

Role Introduction

Reports to: Assistant Manager Corporate Sales - Hong Kong

You will be part of a dynamic corporate sales team dedicated to driving business growth and expanding market presence through strategic client engagement.

Your goal will be to surpass corporate sales targets by leveraging data-driven strategies. You will proactively seek new business opportunities, establish the company in emerging markets, and negotiate and manage existing corporate accounts. You will need strong leadership skills, strategic thinking, and experience in sales or account management.

You will gain expertise in high-level sales strategies and team leadership. Your efforts will contribute to significant market expansion and strengthened client relationships, positioning you as a key player in the company’s growth.

Key Responsibilities

Revenue generation

• Acquire potential and high value accounts as per agreed targets using a data and insight driven approach; assist and develop strategies to achieve the agreed sales revenue target that being set; prospect and procure new business, and capture diversified base of corporate customers, including but not limited to major clubs, social groups, associations and chambers of commerce
• Lead and coordinate Multi-Market Deals or Oneworld Alliance deals with parties concerned and referred to the related team for further business development; actively initiate and follow up on sales actions, obtain sales leads and dynamically seek new business; actively assist in transforming the culture from one of relationship-based selling to an insights-driven smarter selling Sales force
• Closely monitor corporate market developments in order to maximize revenue opportunities; engage in consultative and insightful selling techniques and services with an enhanced focus on new business development

Portfolio Management

• Manage the relationship for Local Office of Global Corporates and Local Corporates; service existing portfolio or accounts in order to maintain and grow the value (focusing on revenue not necessarily the growth in portfolio size); develop and negotiate route deal offer with internal parties, response to RFPs (Request for Proposals), and prepare corporate fare proposal to key executive decision-makers and procurement managers in a timely manner
• Conduct regular performance reviews and sales visits, presentations, seminars, provide updates on products and services in enhancing sales opportunities and facilitate sales; support global sales team for local port’s operation issues to enhance and maintain business relationship at local level; maintain corporate profiles, as needed, by understanding and documenting customers' businesses, priorities and goals, and driving prompt resolutions of customer issues to ensure a high level of customer satisfaction
• Ensure that appropriate prioritisation allows for focus on the top revenue generating corporate accounts; be the airline’s ambassador within the portfolio to maintain strong relationships ensuring positive strong brand position

General

• Actively manage the cost of sales needed to generate the revenue within the mandated parameters; closely monitor the effectiveness of incentive/discount schemes by conducting regular and timely performance reviews in order to maximize available and potential sales opportunities
• Handle enquiries and provide solutions to the unresolved problems raised by corporate customers or client service units in relation to clients' requests or questions; actively promote the use of new tools and technology to enhance communication, convenience, efficiency and service experience in support of corporate travel business
• Utilize Salesforce.com to manage new and existing customers and sales activities; utilize PRISM to track the performance of the contracts; participate, plan, organise and attend on any sales and marketing activities related to maximise corporate sales revenue opportunities and promoting Cathay Pacific Corporate Programme to the market
• Communicate and liaise with parties concerned, including travel agents and GDS in working out effective sales proposal to capture, lock-in, and expand corporate spending on CX; any other reasonable task as requested

Requirements

• 3-5 years of airline commercial or sales experience
• Good communication and interpersonal skills, able to influence internal stakeholders as well as external clients
• Proven commercial acumen, numerically literate, analytical and result oriented
• Self-motivated with the ability to work in teams, as well as independently
• Ability to work under pressure to meet tight timelines
• Fluency in written and spoken English, proficiency in Cantonese and Mandarin
• Proficiency in using the sales tools e.g. salesforce.com, MIDT, and / or PRISM preferred

Personal & Application Information

Cathay Pacific is an Equal Opportunities Employer. Personal data provided by job applicants will be used strictly in accordance with our Applicant Personal Information Collection Statement and for recruitment purposes only. Candidates not notified within eight weeks may consider their application unsuccessful. We keep records of your data for no longer than is necessary for the purpose for which we obtained them and any other permitted linked purposes. If your application is unsuccessful, we will keep your details on file for as long as is necessary to process your application or for the purposes of further job opportunities if you agree to such longer periods.