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Corporate Account Manager

  • Sales and Distribution
  • Seattle, USA
  • Cathay Pacific

Purpose

To achieve and exceed the agreed Corporate and Travel Management Company (TMC) 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 Corporate and TMC accounts.

Key responsibilities and tasks

Revenue generation

  • Acquire high value accounts as per agreed targets using a data and insight driven approach
  • Actively initiate and follow up on sales actions, obtain sales leads and dynamically seek new business
  • Actively assist in transforming the culture from one of relationship-based selling to an insights-driven smarter selling Sales force
  • 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 Corporates or Global TMCs
  • Service existing portfolio or accounts / TMCs in order to maintain and grow the value (focusing on revenue not necessarily the growth in portfolio size)
  • Regularly make sales visits to clients to conduct presentations, seminars, provide updates on products and services in order to enhance sales opportunities and facilitate sales
  • Actively seek ways to improve the quality of the revenue generated by the portfolio
  • Ensure that appropriate prioritization allows for focus on the top revenue generating corporate accounts and TMCs
  • Negotiate 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

  • 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 maximize 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
  • 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
  • Utilize Salesforce.com to manage new and existing customers and sales activities
  • Utilize PRISM to track the performance of the contracts
  • 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 three to four years recent experience in Sales
  •  Knowledge of, or experience in, the airline industry is a distinct advantage
  • Demonstrable networking and relationship management skills
  • Has an achievement based record in achieving targets
  • Excellent communication and interpersonal skills
  • Strong negotiation skills 
  • Respectable 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

All persons hired will be required to verify identity and eligibility to work in the United States.  No sponsorship for employment visa status is available for this position.  

Cathay Pacific Airways Limited is an equal opportunity employer.

Apply now