Reports To: Regional Head of Sales & Marketing
Purpose
- To lead and manage the Corporate and Trade/Agency Sales Team 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 and tasks
- Ensure that the sales team engage in consultative and insightful selling techniques and service 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
- Ensure strong management of the local and regional relationships for Global Corporates, Global Travel Management Companies and Global Trade Partners
- 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
- Ensure that there are actions in place to improve the quality of the revenue generated across the region and portfolios
- Actively promote the use of new tools and technology to enhance communication, convenience, efficiency and service experience in support of corporate travel business
- 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
- Develop employees with high potential and identify learning opportunities to ensure appropriate training and development
- Enhance the employee experience in line with the role level and the internal brand promise
Qualification / Experience
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
Deadline for Application: 16 December 2018
