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Trade Account Manager

  • Sales and Distribution
  • Boston, USA
  • Cathay Pacific

Department: Sales and Distribution

Position: Trade Account Manager

Reports to: Regional Head of Trade Sales, East

Cathay Pacific Airways is looking for a Full Time Trade Account Manager based in Boston, MA. The successful candidate will play a key role in a critical team by achieving and exceeding the agreed Trade Sales targets through intelligent use of data. The candidate will continuously seek to acquire new business and establish Cathay in new markets while proactively negotiating and managing existing Agency (including Online Travel Agencies) sales and accounts and indirect sales channels.

Key Responsibilities:  

Revenue Generation

  • Acquire high value global and local trade partners 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
  • Engage in consultative and insightful selling techniques and services with a dedicated focus on new business development
  • Actively assist in transforming the culture from one of relationship-based selling to an insights-driven smarter selling Sales force
  • Ensure strong focus is given to seeking opportunities in the MICE (meetings, incentives, conferences, and exhibitions) market including renewals and repeat business

Portfolio Management

  • Ensure management of the local relationship for Global Trade Partners
  • Service the existing portfolio in order to maintain and grow the value (focusing on revenue growth)
  • Make regular sale visits to clients to conduct presentations, seminars, provide updates on products and services in order to enhance sales opportunities and facilitate sales
  • Ensure that prioritization allows for focus on the top revenue generating trade partners and actively seek ways to improve the quality of the revenue generated by the portfolio
  • Negotiate rates, commissions and contracts in a timely manner against a background of data and yields to achieve 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 incentivzed trade partner
  • Actively search for new corporate sale 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 and prominent brand position


  • Actively manage the cost of sales 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 maximize available and potential sales opportunities
  • Actively promote the use of new tools and technology to enhance communication, convenience, efficiency, and service experience
  • Utilize to manage new and existing customers and sales activities
  • Represent Cathay at industry and networking events
  • Any other reasonable task as requested


  • Diploma or certificate (in a relevant Sales, or Business field) is preferred
  • A minimum of three to four years of recent experience in Sales
  • Knowledge of, or experience in the airline industry is preferred
  • Excellent communication and interpersonal skills
  • Demonstrable networking and relationship management skills
  • Solid experience in working in an environment with targets or achieving targets
  • Strong negotiation skills
  • Respectable level of PC literacy in Word, Excel and PowerPoint
  • Knowledge of MIDT and Sales Force Automation tool
  • Adaptive to and embraces constant change


  • Analysis and Problem Solving
  • Commercial Acumen
  • Planning and Organizing
  • Customer Focus
  • Continuous Improvement and Innovations
  • Interpersonal Effectiveness

Applicants must be authorized to work in the United States for any employer.  No sponsorship is available for this position.

Cathay Pacific Airways Limited will consider qualified applicants with criminal histories in a manner consistent with the requirements of the San Francisco Fair Ordinance.

Cathay Pacific Airways Limited is an equal opportunity employer.

Application Deadline: November 20, 2019