Account Manager - Trade

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.

Role Introduction

Are you a strategic thinker with a passion for sales and a sharp eye for data? We’re looking for a dynamic and results-driven Account Manager - Trade to help us achieve, and exceed, the agreed Trade Sales targets. In this role, you’ll play a key part in driving revenue by identifying new business opportunities, expanding Cathay’s footprint in emerging markets, and building strong, lasting relationships with agencies, including Online Travel Agencies, and other indirect sales partners. If you thrive in a fast-paced environment and enjoy turning insights into action, we’d love to hear from you.

This is a full-time role with a permanent contract.

Applicants must be legally entitled to live and work in Italy and demonstrate a strong proficiency in both English and Italian. A valid driving license is also required.

We invite motivated and qualified professionals with a passion for the aviation industry to apply by submitting their CV and a cover letter in English, highlighting their relevant experience and suitability for the role.

Key Responsibilities

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 prioritization 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 incentivized 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 maximize 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

Requirements

Academic Qualifications

• Certification in a relevant Sales business field

Knowledge, Skills, Training and Experience

• Three years minimum recent experience in an external sales role
• Experience in airline or travel industry is a distinct advantage
• Excellent communication and interpersonal skills
• Demonstrable networking and relationship management skills
• Solid experience in working in an environment with targets and achieving targets
• 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

Benefits

• full time role - permanent contract
• flexible work arrangement - up to 2 days per week work from home
• ticket restaurant
• transportation bonus
• medical insurance
• Employee Assistance Programme (EAP)
• Travel benefits

Personal & Application Information

Cathay Pacific is an equal opportunities employer. Personal data provided by job applicants will be used  strictly in accordance with applicable data protection laws and regulations. Your data will be processed solely for the purpose of evaluating your application and for recruitment-related activities. All personal information will be handled with strict confidentiality and will not be shared with third parties without your consent, unless required by law.