Account Manager

SND - Sales & Distributions
- Ho Chi Minh City, Vietnam
- Cathay Pacific
- Application Deadline
18 Sep 2024

Company Description

Let your passion fly We’re proud to be one of the world’s leading airlines. Our reputation is built on a long track record of success, an ongoing commitment to our home Hong Kong, and on the delivery of customer service that’s straight from the heart. All of this is possible due to our talented people who share our passion for aviation and our commitment to being the best. Our global family can open up a world of opportunities for you. This means that your first role at Cathay Pacific won’t be your last. It could take you anywhere. Join us and discover just how far you can go

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 Generations**
- 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

(continue)

**Requirements**:
**General**
- 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 maximise available and potential sales
opportunities
- Actively promote the use of new tools and technology to enhance communication,

convenience, efficiency and service experience
- Utilise DDS to track the account performance
- Represent Cathay at industry and networking events
- Any other reasonable task as requested

**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

**E&A**
- Emergency and Accident and Crisis Response responsibilities as required

**Academic Qualifications**
- 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
- 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