Regional Head of Sales Excellence & Enablement

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

The Regional Head of Sales Enablement and Excellence is accountable for defining and driving the regional sales enablement strategy to improve sales effectiveness and operational excellence across all channels. The role plays a pivotal part in shaping the regional sales process, ensuring it is a customer-centric, data-informed, and aligned with Cathay's commercial priorities.

Through close collaboration with the Global Sales Strategy & Enablement team and regional stakeholders, the incumbent will lead a portfolio of strategic initiatives - both proactive and responsive in nature - designed to elevate sales capabilities, streamline workflows and deliver measurable commercial impact. the role also fosters a culture of continuous improvement and innovation, enabling sales team to achieve optimal outcomes while reinforcing Cathay's positioning as a premium travel lifestyle brand.

Key Responsibilities

Commercial Process and Solutions

• Partner with regional commercial leaders to drive operational excellence and improve sales efficiency across all channels
• Design, develop and deliver sales tools and process improvement initiatives in collaboration with the Global Sales Strategy & Enablement team
• Lead the implementation of scalable systems and workflows that enhance team performance and regional operational effectiveness
• Champion continuous improvement and LEAN practices across the region to optimize sales operations
• Conduct studies and lead initiatives that elevate customer experience, employee capability and commercial competitiveness
• Design and execute change management plans to ensure successful adoption of new solutions by regional sales teams and stakeholders
• Line management responsibility for the regional Sales Enablement and Excellence teams

Go-To-Market Strategy and Sales-Marketing Co-ordination

• Execute the regional go-to market strategy through targeted sales campaigns and aligned marketing efforts
• Translate the regional go-to market plan into actionable sales campaigns that generate leads and drive commercial outcomes
• Align marketing campaigns with sales initiatives in collaboration with the Marketing team to maximize lead generation and conversion
• Develop and oversee the implementation of the rgional sales enablement 'playbook' to ensure consistency and scalability
• Act as the key pivot between sales and marketing teams to ensure strategic alignment and integrated execution

Sales Enablement and Performance Insights

• Deliver the key objectives across knowledge, content, learning, enablement tools, and data literacy to support sales effectiveness
• Drive regional adoption of Salesforce by developing KPIs and customized reporting to embed sales process within SFA
• Accountable for generating regional insights on key sales performance metrics in partnership with Global Sales Strategy and Enablement
• Develop and evolve regional dashboards, KPIS, and operational reports for the Regional Head of Customer Travel and Lifestyle and other commercial leaders
• Lead and support regional commercial teams optimization efforts, including guidance on structural changes and resource alignment
• Collaborate with The Learning Academy and the Global Sales Strategy and Enablement to design a future-proof curriculum for regional CX sales people, focused on skill development and career progression.

People Development and Leadership

• Lead, support, coach and inspire the team to achieve commercial and strategic success
• Build a high-performing and motivated team by ensuring the right organizational structure and talent are in place to foster collaboration and team spirit
• Supervise and mentor direct reports, promoting a culture of effective cross-functional collaboration and shared accountability
• Demonstrate leadership by example, consistently upholding Cathay's core values and modeling excellence in execution and behaviour
• Identify and develop high-potential employees, ensuring access to relevant learning opportunities and career development pathways
• Maintain active and ongoing dialogue with team members regarding individual goals, performance expectations and growth plans
• Engage employees meaningfully to enhance communication, alignment with departmental objective and understanding of strategic priorities
• Champion initiatives thate enhance the employee experience in line with role level and Cathay's internal brand promise
• Perform any other reasobale tasks as required to support team development and leadership excellence

Requirements

Academic Qualifications 

• A tertiary qualification in Business, Marketing, Economics, Communications or related discipline

Knowledge, skills, training and experience 

• Minimum 5 years of recent experience in consulting, sales operations or commercial analytics with a strong focus on sales enablement and performance optimization
• Proven experience in project and change management, with the ability to influence internal and external stakeholders to drive solutions in complex environments 
• Demonstrated people leadership capabilities, with a track record of inspiring and positively influencing cross-function teams to achieve commercial success 
• Customer-centric and results-driven, with an entrepreneurial mindset and a collaborative approach to stakeholder engagement 
• Innovation-led with demonstrated proficiency in digital tools and platforms that support sales excellence 
• Deep understanding of sales strategy, enablement frameworks and sales process optimizations including user journey analysis and enhancement 
• Familiarity with lean practices and continuous improvement methodologies to drive operational efficiency
• Proficient in business development and sales tools such as Salesforce, with a strong grasp of data-driven decision-making
• High emotional intelligence and agility to navigate structure, internal processes, and commercial operation model. 
• Excellent written and oral communication skills, with fluency in English and local language. Proficiency in Cantonese, Putonghua (Mandarin) or other priority languages designated by Cathay is a distinct advantage 

Additional Requirements

• Must have the right to live and work in Canada
• Must successfully pass reference checks
• Must be willing and able to sit for long periods of time
• Must be willing to attend calls with Hong Kong colleagues after normal business hours, as required
• Must be willing and able to travel within North America and overseas, if required
• Perform other job-related duties as assigned and necessary

Benefits

Cathay Pacific Airways is proud to offer eligible employees competitive Compensation & Benefits package, as varied by location, regularly scheduled hours worked, length of employment and employment status as highlighted below.

• Travel Privileges on Cathay Pacific Airways Global Network
• Extensive well-being programs including health, dental, vision and employee assistance program benefits to help you stay well. 
• Paid Holiday & Vacation
• To learn more about Cathay Pacific as a Certified Great Place Employer – Please Click Here’

Personal & Application Information

• Cathay Pacific Airways Limited is committed to employment equity, supports diversity in the workplace and encourages application from all qualified individuals including women, members of visible minorities, Aboriginal peoples and persons with disabilities. Personal data provided by job applicants will be used strictly in accordance with our personal data policy and for recruitment purposes only. A copy of our Personal Information Collection Statement will be provided upon request by contacting our Data Protection Officer.

  If you require assistance or an accommodation in completing any aspect of the application process, please contact the Cathay Americas Recruiting team at: jobs@cathaypacific.com.