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Account Manager

  • Sales and Distribution
  • Hanoi, Vietnam
  • Cathay Pacific

Department: Sales and Distribution

Level: A

Report to: Head of Sales, Vietnam

Key Responsibilites and tasks:

Revenue generation

  • Acquire high value accounts and business trade partners and TMCs as per agreed targets using an insights driven approach
  • Initiate and follow up on sales actions, obtain sales leads and dynamically seek new business from the relevant sales channels
  • Assist in transforming the culture from one of relationship selling to a insights-driven smarter selling Sales force
  • Engage in consultative and insightful selling techniques and services with an enhanced focus on new business development
  • Ensure strong focus is given to seeking opportunities in the MICE (meetings, incentives, conferences and exhibitions) market including renewals and repeat business
  • Engage in consultative and insightful selling techniques and services with an enhanced focus on new business development

Portfolio Management

  • Manage the local relationship for Global Trade and Corporate Partners
  • Service the existing portfolio in order to maintain and grow the value (focusing on revenue not necessarily the growth in portfolio size)
  • 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 Corporate Accounts and trade partners 
  • Seek ways to improve the quality of the revenue generated by the portfolio
  • Negotiate rates, discounts, commissions and contracts in a timely manner against a background of data and yields 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 incentivised trade partner
  • 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 strong brand position

General

  • Manage the cost of sale 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 maximise available and potential sales opportunities
  • Promote the use of new tools and technology to enhance communication, convenience, efficiency and service experience
  • Ensure knowledge and application of MICE and specialty segments (marine, energy resources and humanitarian) to assist in revenue generation and adoption within the portfolio
  • Drive adoption and penetration of Business Plus
  • Utilise Salesforce.com to manage new and existing customers and sales activities
  • Utilise PRISM to manage corporate accounts
  • Represent Cathay at industry and networking events
  • Any other reasonable task as requested

E&A

  • Emergency and Accident and Crisis Response responsibilities as required

 

Qualifications/ Experience:

Academic qualifications

  • Certification in a relevant Sales business 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
  • Excellent communication and interpersonal skills
  • Demonstrable networking and relationship management skills
  • Good negotiation skills 
  • Good level of PC literacy in Word, Excel and PowerPoint
  • Knowledge of PRISM, MIDT and Sales Force Automation tool is preferred
  • Adaptive to and embraces constant change

Application deadline: September 30, 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.

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