Account Manager - Trade

Key responsibilities and tasks :

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

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 Salesforce.com to manage new and existing customers and sales activities
• Represent Cathay at industry and networking events
• Any other reasonable task as requested

Qualifications / Experience:
• Certification in a relevant Sales business field
• Three to four 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
• Solid experience in working in an environment with targets and 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

***CANDIDATE APPLY JOB VIA CATHAY PACIFIC CAREER WEBSITE IS PREFER: https://careers.cathaypacific.com

- Concessional travel benefits

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