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Regional Head of Sales Operations and Enablement

  • SND - Sales & Distributions
  • San Francisco, California, USA
  • Cathay Pacific
  • Application Deadline
    25 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 Sales and Distribution Team is San Francisco. The successful candidate will lead the team that increases conversions through leading Sales Enablement initiatives and provide support to the regional commercial function.  They will create and maintain the sales enablement strategy to identify initiatives for the regional Cathay salesforce in collaboration with Global Sales Strategy and Enablement. Supporting the regional commercial function. They will also act as an integrating link in sales enablement and operations between the regional teams and global teams, including Sales and Distribution, Brand, Insights & Marketing Communications as well as The Learning Academy. This position is responsible for leading the Sales Enablement initiatives for the all-sales roles (Heads of Sales, Account Managers and Virtual Account Managers) to increase the sales productivity and support the sales force transformation.

Overview

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 a 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 departmental goals

E&A

  • Emergency and Accident and Crisis Response responsibilities as required
Key Responsibilities

Sales Productivity and Process

  • Establish the regional metrics and objectives for sales enablement and make recommendations for increasing sales productivity together with Global Sales Strategy and Enablement
  • Map Cathay’s regional sales process with our customer’s buying process to understand and enhance what skills, knowledge, process and tools are required by our sales force to increase velocity and conversion rates at each stage in those processes and align with global viewpoint by collaborating with Global Sales Strategy and Enablement
  • Drive, in a measurable way, significant sales productivity increases for the regional heads of Trade and Corporate
  • Develop and evolve regional dashboards, KPI and operational reports for Regional Head of Customer Travel and Lifestyle and other regional sales leaders

Sales Enablement – General

  • Conduct regional analysis of current skills, knowledge and processes and work with the sales leadership team in the region to identify strengths and areas for development
  • Develop and manage the regional Sales Enablement roadmap together with Global Sales Strategy and Enablement

Sales Enablement – Team Effectiveness

  • Implement the development, delivery and training of effective regional sales playbooks for Cathay Pacific’s sales roles in the region in tight collaboration with sales leadership, The Learning Academy (“TLA”) and Brand, Insights & Marketing Communications and Global Sales Strategy and Enablement
  • Create and update regional playbooks based on seller feedback and shifting market demands together with Global Sales Strategy and Enablement
  • Act as the lead ‘coach’ to create the regional development program aligned with the TLA for frontline managers to develop skills, knowledge, processes and tools required to lead the respective sales teams effectively
  • Supporting People team to create and roll out a comprehensive on-boarding program for all indirect sales roles
  • Partner with sales leadership, TLA and Global Sales Strategy and Enablement to establish a regional sales competency and assessment framework to ensure that the needs of salespeople, and their managers, are met

Sales Enablement - Technology & solutions

  • Utilize and leverage sales technology tools for reporting and benchmarking at account and account manager level.
  • Participate in the global selection and implementation and deployment of technologies to be used by the sale-force to increase efficiency and effectiveness by partnering with Global Sales Strategy and Enablement
  • Partner with regional sales leadership to drive operational excellence and sales efficiency

 

Requirements

Academic Qualifications

  • University degree in a relevant Sales, Marketing or Business related discipline, or equivalent combination of education, training, and experience is required

Knowledge, Skills, Training and Experience

  • A passionate, customer-centric and results-driven sales professional. Skilful in collaborating with various stakeholders to drive a positive outcome.
  • A minimum of 7 years to Direct Sales Management with proven track record
  • Proven experience in creating and implementing successful sales process, methodology, sales playbook initiatives
  • Proven experience in building effective field sales on-boarding and sales training programs
  • Ability to create and track metrics which demonstrate constant increases in sales productivity
  • Ability to break down complex problems in a simplified way
  • Creative thinking and ability to innovate
  • Ability to work cross-functionally and in a complex matrix for the greater good of the company.
  • Good understanding of business development and sales tools including Salesforce and enablement platforms

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.
Please note this position could also based out of our LAX, SFO, NYC ports; 
For San Francisco-based : The estimated salary range for this role is $120,000 - $160,000 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