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Head of Sales

  • SND - Sales & Distributions
  • Singapore
  • Cathay Pacific
  • Application Deadline
    24 Oct 2022
Company Description

Let your passion fly! We’re proud to be one of the world’s leading airlines. Our reputation is built on a long track record of success, an ongoing commitment to our home Hong Kong, and on the delivery of customer service that’s straight from the heart. All of this is possible due to our talented people who share our passion for aviation and our commitment to being the best. Our global family can open up a world of opportunities for you. This means that your first role at Cathay Pacific won’t be your last. It could take you anywhere. Join us and discover just how far you can go!

Role Introduction

To lead and manage the Corporate and Trade/Agency Teams to achieve and exceed the agreed targets across the sales territory through intelligent use of data. 

To ensure that the Sales Teams continuously seek to acquire new business and establish Cathay in new markets, while proactively negotiating and managing existing sales channels.

 

Key Responsibilities

Revenue generation

  • Ensure that high value accounts and trade partners are acquired as per agreed targets using a data and insights driven approach
  • Generate mileage sales through negotiating lifestyle partnerships with suitable partners
  • Maintain oversight to guarantee that sales actions are initiated and followed up in order to obtain sales leads and dynamically seek new business including offline areas and channels
  • Actively drive to transform the culture from one of relationship-based selling to an insights-driven smarter Sales force
  • Ensure that the sales team engage in consultative and insightful selling techniques and services with a primary focus on new business development
  • Ensure that a strong focus is present across the geographic region to seek opportunities in the MICE (meetings, incentives, conferences and exhibitions) market including renewals and repeat business
Key Responsibilities

Portfolio Management

  • Ensure strong management of the local and regional relationships for Global Corporates, Global Travel Management Companies and Global Trade Partners
  • Maintain oversight to ensure that the existing portfolio, accounts and partners is well serviced to maintain and grow the value (focusing on revenue not necessarily the growth in portfolio size)
  • Review the sales visits to clients are conducted in a way to enhance sales opportunities and facilitate sales including presentations, seminars, providing updates on products and services
  • Ensure that appropriate prioritisation allows for focus on the top revenue generating corporate accounts, Travel Management Companies and trade partners
  • Integrate lifestyle partnership conversations in discussions with corporate accounts and prospective partners
  • Ensure that leads sourced through Trade Partners, Travel Management Companies and the portfolio are passed on to the Corporate Sales teams in a timely manner
  • Ensure that there are actions in place to improve the quality of the revenue generated across the region and portfolios
  • In regions where there is no Head of Corporate Sales, encourage the adoption of PRISM and promote Business Plus in addition to monitoring Super PLB based on opportunities with the cost of sales budget
  • Oversee the negotiation of discount rates, commissions, contracts and incentives to ensure that they are conducted in a timely manner against a background of data to yield the best return on investment and take advantage of revenue growth opportunities
  • Be the airline’s ambassador to maintain strong relationships ensuring positive strong brand position and leadership in sustainability

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 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 all Cathay data tools (PRISM, QlikSense, DDS for example) to track the performance of the market and contracts
  • Support Cathay’s goals on sustainability, lifestyle, and digital fronts
  • 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

  • Tertiary Education in a directly related sales or marketing field
  • Certification in a relevant Sales business field

 

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
  • Demonstrable networking and relationship management skills
  • Experience in leading a target driven team to success
  • Has a history of achievement in achieving targets
  • Strong negotiation skills
  • Respectable level of PC literacy in Word, Excel and PowerPoint
  • Knowledge of BSP, PRISM, MIDT and Sales Force Automation Tool is preferred
  • Adaptive to and embraces constant change
Benefits

Be part of the Cathay Pacific family and join a dynamic team culture working for one of the world’s Top 10 Global Airlines.
Make the most of your leave and take advantage of travel industry discounts including airfares, hotels, tours and car hire.
Fly high with career development opportunities to diversify your skills and experience within the Cathay Pacific family.

Apply now