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Business Development Manager - Accounts and Products

  • Cargo Operations
  • Los Angeles, USA
  • Cathay Pacific

Purpose

To actively support the Regional Head of Cargo and the Head Office Cargo teams to professionally manage key accounts, develop strong shipper relationships as well as developing cargo products and proactively selling them throughout the region.

Key responsibilities and tasks

Commercial Strategies with Global and Key Accounts and Shipper Sales

  • Develop and execute annual business plans for the assigned accounts to increase sales, penetration and margins based on mutually agreed upon strategy with Head Office and Regional Office
  • Regularly analyze sales results and adjust account plans as necessary to meet or exceed targets
  • Serve as the designated representative for the assigned accounts and build regional key influencer relationships, dealing with customers’ highest buying levels and coordinate sales and service activities at all levels ensuring highest customer satisfaction and loyalty
  • Develop joint revenue commitments with targeted Strategic and Global accounts
  • Assist and support the area sales personnel in consistently recognising and servicing the needs of Strategic and Global accounts

  • Fully identify and qualify all decision makers within an assigned account in both headquarters and field locations

  • Expand sales efforts to include relationship building with shippers in conjunction with their forwarding partners

  • Implement consultative and long term complex sales techniqu

Product Development and Selling

  • Match each Global and Key accountsneeds on a regional basis for all Cathay product lines

  • Develop product development plans with the targeted Strategic and Global accounts and proactively sell priority and special cargoes as well as increase revenue share from non-general cargo from the accounts

  • Provide perceptive feedback to Head Office with customer insights on product development needs and opportunities

  • Act as an extended arm of Head Office in developing and testing new product features

Bridging Head Office and Local Sales Teams

  • Support Regional Head of Cargo, Head of Cargo Global Partnerships and Head of Cargo MarketsProducts in the development and implementation of a regional sales strategy on global accountsand products
  • Support Regional Head of Cargo to coordinate regular updates on key accounts / product salesdevelopment to Head Office 
  • Facilitate information flow between accounts and Cathay Cargo headquarters and the local stations

Account Management and Sales Administration

  • Perform reviews of accounts / product sales performance and seek for revenue opportunities fromeach Global and Key account on a regional basis 
  • Coordinate with both Cargo Sales Executives and Cargo Sales Support teams to provide customercentricsolutions for global and key accounts

Global Request for Pricing

  • Coordinate Request for Pricing from global and key accounts as required in a timely manner

Efficiency Improvement

  • Support the implementation of programmes to encourage e-initiatives to drive penetration of e-Bookings and other Agent Self-Service functions with global and key accounts
  • Support the regular review of commercial work processes at a regional level to continuously driveefficiency improvements to benefit internal and external customers

Qualifications / Experience

Academic qualifications

  • University degree (or tertiary equivalent) preferably with a logistics, sales and marketing or businessdiscipline

Knowledge, skills, training and experience

  • A minimum of 5 yearscargo experience, preferably in the airline industry
  • A proven success record in setting and achieving goals and targets
  • Excellent decision making and administrative skills
  • Excellent analytical and problem solving capabilities
  • Good planning and project management skills
  • Sound knowledge of air cargo sales
  • Sound knowledge of Microsoft Office with focus on Excel and Database

Applicants must be authorized to work in the United States for any employer.  No sponsorship is available for this position.

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