Account Manager

* Revenue generation
- Acquire high value accounts and business trade partners and TMCs as per agreed targets using an insights driven approach
- Initiate and follow up on sales actions, obtain sales leads and dynamically seek new business from the relevant sales channels
- 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
- 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
- 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
- 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
- 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
- Any other reasonable task as requested

* 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 two years recent experience in Sales
- Knowledge of, or experience in, the airline industry is a distinct advantage
- Excellent communication and interpersonal skills
- Demonstrable networking and relationship management skills
- Good negotiation skills
- Good 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

- Salary and bonus in accordance with the company
- Insurance policy in accordance with the company
- Paid leave policy in accordance with the company

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