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Account Executive-Trade

  • Sales and Distribution
  • Manila, Philippines
  • Cathay Pacific

Job Title: Account Executive - Trade

Location: Manila, Philippines 

Department: Sales

Reports to: Account Manager - Trade


We are inviting applications for the position of Account Executive - Trade.



To achieve and exceed the agreed Trade Sales targets through intelligent use of data.  Continuously seek to acquire new business and establish Cathay in new markets while proactively negotiating and managing existing Agency (including Online Travel Agencies) sales and accounts and indirect sales channels.


Key Responsibilities

Revenue generation

  • Acquire high value global and local trade partners as per agreed targets using an insights driven approach
  • 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
  • Assist in transforming the culture from one of relationship-based selling to an insights-driven smarter selling Sales force
  • Give a strong focus to seeking opportunities in the MICE (meetings, incentives, conferences and exhibitions) market including renewals and repeat business


Portfolio Management

  • Help to manage 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 prioritisation 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
  • Manage a cohesive sales activity and marketing plan and manage incentivised trade partners
  • Search for new corporate trade 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


    • Manage the cost of sales needed to generate the revenue within the mandated parameters
    • Monitor the effectiveness of incentive schemes by conducting regular and timely performance reviews in order to maximise available and potential sales opportunities
    • Promote the use of new tools and technology to enhance communication, convenience, efficiency and service experience
    • Utilise to manage new and existing customers and sales activities
    • Represent Cathay at industry and networking events
    • Any other reasonable task as requested


    Qualifications / Experience

    Academic qualifications

    • Bachelor degree in any field

    Knowledge, skills, training and experience

    • A minimum of two years’ recent experience in Sales
    • Knowledge of, or experience in, the airline industry is a distinct advantage
    • Strong communication and interpersonal skills
    • Demonstrable networking and relationship management skills
    • Experience in working in an environment with targets and achieving targets
    • Good negotiation skills 
    • Good level of PC literacy in Word, Excel and PowerPoint
    • Knowledge of MIDT and Sales Force Automation Tool is preferred
    • Adaptive to and embraces constant change

    Must have the right to live and work in the Philippines.



    • Analysis and Problem Solving
    • Commercial Acumen
    • Planning and Organising
    • Customer Focus
    • Continuous Improvement and Innovation
    • Interpersonal Effectiveness 


    Application Deadline:  06 December 2019


    Cathay Pacific is an Equal Opportunities Employer. Personal data provided by job applicants will be used strictly in accordance with our personal data policy and for recruitment purposes only. Candidates not notified within eight weeks may consider their application unsuccessful. All related information will be kept in our file for up to 24 months. A copy of our Personal Information Collection Statement will be provided upon request by contacting our Data Protection Officer.