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For US-based job applicants - If you require assistance or accommodation in completing any aspect of the application process, please contact the Cathay Pacific Americas Talent Acquisition team at: jobs@cathaypacific.com

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Regional Head of Corporate Sales

  • SND - Sales & Distributions
  • San Francisco, California, USA
  • Cathay Pacific
  • Application Deadline
    29 Sep 2023
Company Description

Move Beyond! To move people forward in life - We are the people behind Cathay Pacific. We are proud of our Hong Kong heritage but equally proud of the global, diverse workforce that makes us who we are. We are relentlessly driven to create lifetime customer loyalty, value for our shareholders and satisfaction and enrichment for our employees. We are a complex global business, but we are also family. And whether we are in the cockpit or behind a desk, moving cargo, checking our passengers in or ensuring they are safe and comfortable while in the air, we are all one team, focused on delivering one world-class airline operation. Join us and discover just how far you can go!

Role Introduction

Cathay Pacific is looking for a candidate to join the Corporate Sales Team. The successful candidate will lead the The Corporate Sales Team to achieve and exceed the agreed Corporate and Travel Management Company (TMC) sales targets and revenue across the region (US & CAN) through intelligent use of data. They will ensure that the Corporate Sales Team continuously seek to acquire new business and establish Cathay in new markets, while proactively negotiating and managing existing Corporate and TMC accounts.

 

Key Responsibilities

Portfolio Management

  • Transform from a relationship selling culture to a data-driven smarter Sales force
  • Work closely with the Global Sales team and the to manage the local and regional relationships for Global Corporates or Global TMCs including allocating one point of customer contact for the Account Manager portfolio
  • Maintain oversight to ensure that the existing portfolio of accounts / TMCs is well serviced in order to maintain and grow the value (focusing on revenue not necessarily the growth in portfolio size)
  • Review to ensure the sales visits to clients and TMCs are conducted in a way to enhance sales opportunities and facilitate sales , including presentations, seminars, provide updates on products and services
  • Actively seek ways to improve the quality of the revenue generated by the portfolio
  • Ensure that appropriate prioritisation allows for focus on the top revenue generating corporate accounts and TMCs
  • Oversee the negotiation of discount rates, commissions and contracts in a timely manner against a background of data and yields the best return on investment
  • Be the airline’s ambassador within the portfolio to maintain strong relationships ensuring positive strong brand position

General

  • Work closely with the Head of Business Development to actively manage the cost of sales needed to generate the revenue within the mandated parameters
  • Closely monitor the effectiveness of incentive/discount schemes by conducting
  • regular and timely performance reviews in order to maximise available and potential sales opportunities
  • Actively promote the use of new tools and technology to enhance communication, convenience, efficiency and service experience in support of corporate travel business
  • Utilise Salesforce.com to manage new and existing customers and sales activities
  • Utilise sales tools including PRISM, MIDT, DDS (eSmash) to track the performance accounts
  • Represent Cathay at industry and networking events
  • Any other reasonable task as requested

People Development and Performance Management

  • Lead, support and encourage own team to achieve success
  • Build a strong and motivated team, ensuring the right organisational structure and the right people are in place to foster positive team spirit and facilitate teamwork
  • Supervise and mentor direct reports, encouraging effective collaboration
  • Demonstrate leadership and lead by example in accordance with Cathay’s core
  • values
  • Develop employees with high potential and identify learning opportunities to ensure appropriate training and development
  • Maintain active and ongoing dialogue in relation to employee goals and individual performance
  • Actively engage with employees to enhance communication and their understanding of department goals
  • Enhance the employee experience in line with the role level and the internal brand promise

E&A

  • Emergency and Accident and Crisis Response responsibilities as required
Requirements

Academic Qualifications

  • University Degree in a related Sales or Marketing field or equivalent combination of education, training, and experience is required

Knowledge, Skills, Training and Experience

  • A minimum of seven years recent experience in Sales
  • Knowledge of, or experience in, the airline industry is a distinct advantage
  • Excellent communication and interpersonal skills
  • Proven experience in leading a target driven team to success
  • Demonstrable networking and relationship management skills
  • Has an achievement based record in achieving targets
  • Strong negotiation skills
  • Respectable level of PC literacy in Word, Excel and PowerPoint
  • Knowledge of PRISM, DDS, MIDT and Sales Force Automation Tool (SalesForce) is preferred
  • Adaptive to and embraces constant change

Additional Requirements

  • Must successfully pass all pre-screening clearances, including a background check
  • and pre-employment drug screen upon contingent job offer
  • Must be willing and able to travel within North America and overseas, if required
  • Must have the right to live in work in the USA
  • Must comply with the Company’s mandatory COVID-19 Vaccination policy
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, prescription, vision, virtual doctor visits and flexible spending accounts and employee assistance program benefits to help you stay well.
  • Generous 401K Matching Program
  • Paid Holiday & Vacation
  • LTD & Basic Life Insurance
  • If this position requires a uniform, a uniform allowance will be provided.

Salary Range -

Please note that this is one position that can be located out of either our SFO, NYC or LAX ports/locations. 

For SFO role: The estimated salary range for this role is $102,000 - $174,000 per year. Employee pay will vary based on factors such as qualifications, experience, skill level, competencies and work location.

Personal & Application Information

Cathay Pacific Airways is an Equal Opportunity (EOE) and Affirmative Action (AA) employer. All qualified applicants will receive consideration for employment regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status and other protected status as required by applicable law and will not be discriminated against. Cathay Pacific Airways is an E-Verify participating employer.

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.

 

Apply now