Account Manager - tradeCathay Pacific

SND - Sales & Distributions
Manila, Philippines
Cathay Pacific
Application Deadline
30 Jun 2022
Role Introduction
To achieve and exceed the agreed Trade 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 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 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 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 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 and prominent brand position
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
Requirements
Academic qualifications
Diploma 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
Superior communication and interpersonal skills
Demonstrable networking and relationship management skills
Experience in working in an environment with targets and achieving targets
Demonstrable experience and skills in leading teams to success
Strong negotiation skills
Respectable level of PC literacy in Word, Excel and PowerPoint
Knowledge of MIDT, DDS and Sales Force Automation tool
Adaptive to and embraces constant change
Cathay Pacific

Manila City, Metro Manila
Permanent
Full-time