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Passenger Sales Manager

  • SND - Sales & Distributions
  • Xiamen, Chinese mainland
  • Cathay Pacific
  • Application Deadline
    31 Oct 2022
Company Description

At Cathay Pacific, we share one common aspiration: to be the world's best airline. We believe in looking for the best in our people, in working as a team, in doing the right thing by our shareholders and our communities.

 

With a global team, we offer a diverse range of career choices and opportunities - in the air, on the ground; in customer service, in the office; managerial or professional roles. Our team of great people each plays a key role to deliver the quality service that we are famous for.

Notes:

  1. All Chinese mainland based positions are subject to local terms and conditions.
  2. Applicants must have the right to live and work in Chinese mainland. We are unable to assist applicants with visa or work permit applications.
  3. Once employment is confirmed, the employment contract and personnel file will be arranged through local FESCO/ FASCO.
Role Introduction

To achieve and exceed the agreed 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 Accounts and Trade partners as the brand of choice.

Key Responsibilities

Revenue Generations

  • Acquire high value accounts and business trade partners and TMCs as per agreed targets using an insights driven approach
  • Actively initiate and follow up on sales actions, obtain sales leads and dynamically seek new business from the relevant sales channels
  • Actively assist in transforming the culture from one of relationship selling to a insights-driven smarter selling Sales force
  • Engage in consultative and insightful selling techniques and services with an enhanced focus on new business development
  • Ensure strong focus is given to seeking opportunities in the MICE (meetings, incentives, conferences and exhibitions) market including renewals and repeat business
  • 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 Trade and Corporate Partners
  • Service the existing portfolio in order to maintain and grow the value (focusing on revenue not necessarily the growth in portfolio size)
  • Make regular sales visits to clients to conduct presentations, seminars, provide updates on products and services in order to enhance sales opportunities and facilitate sales
  • Ensure that prioritisation allows for focus on the top revenue generating Corporate Accounts and trade partners
  • Actively seek ways to improve the quality of the revenue generated by the portfolio
  • Negotiate rates, discounts, commissions and contracts in a timely manner against a background of data and yields the best return on investment and have a mutually beneficial outcome
  • Ensure that a cohesive sales activity and marketing plan is in place and managed with each incentivised trade partner
  • Actively search for new corporate sales leads through the Trade Partners and ensure these are passed on to the Corporate Sales teams
  • Be the airline’s ambassador within the portfolio to maintain strong relationships ensuring positive strong brand position

 

General

  • Actively manage the cost of sale needed to generate the revenue within the mandated parameters
  • Closely monitor the effectiveness of incentive 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
  • 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
  • Utilise Salesforce.com to manage new and existing customers and sales activities
  • Utilise PRISM to manage corporate accounts
  • Represent Cathay at industry and networking events

 

People Development and Performance Management

  • Lead, support and encourage own team to achieve success
  • Build a strong and motivated team 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
  • 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

  • College degree or above
  • Certification in a relevant Sales business field

 

Knowledge, Skills, Training and Experience

  • A minimum of four years recent experience in Sales
  • Knowledge of, or experience in, the airline industry is a distinct advantage
  • At least 1 years supervisory experience is an advantage
  • Excellent communication and interpersonal skills
  • Demonstrable networking and relationship management skills
  • Strong negotiation skills
  • Strong 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
Personal & Application Information

Cathay Pacific is an Equal Opportunities Employer. Personal data provided by job applicants will be used strictly in accordance with our personal data policy and for recruitment purposes only. Candidates not notified within eight weeks may consider their application unsuccessful. All related information will be kept in our file for up to 24 months. A copy of our Personal Information Collection Statement will be provided upon request by contacting our Data Protection Officer.

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