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Account Manager - Trade

  • Sales and Distribution
  • Madrid, Spain
  • Cathay Pacific

Location: Madrid, Spain 

Purpose

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.

Competencies

Knowing our Business Environment

Driving Service and Business Excellence

Collaborating with Others

Leading the Airline

Analysis and Problem Solving

Level 3

Planning and Organizing

Level 3

Interpersonal Effectiveness

Level 3

Commercial Acumen

Level 3

Customer Focus

Level 3

Continuous Improvement and Innovations

Level 3

          

Key responsibilities and tasks

Revenue generation

  • 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
  • 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

  • Three to four 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
  • 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

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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