Account Manager - Corporate

Department: Sales and Distribution

Level: A

Report to: Head of Sales, Vietnam

Key Responsibilites and tasks:

Revenue generation

• Acquire high value accounts as per agreed targets using a data and insight driven approach
• Initiate and follow up on sales actions, obtain sales leads and dynamically seek new business
• Assist in transforming the culture from one of relationship-based selling to an insights-driven smarter selling Sales force
• Engage in consultative and insightful selling techniques and services with an enhanced focus on new business development

Portfolio Management

• Help to manage the local relationship for Global Corporates or Global TMCs
• Service existing portfolio or accounts / TMCs in order to maintain and grow the value (focusing on revenue not necessarily the growth in portfolio size)
• Regularly make sales visits to clients to conduct presentations, seminars, provide updates on products and services in order to enhance sales opportunities and facilitate sales
• Actively seek ways to improve the quality of the revenue generated by the portfolio
• Ensure that appropriate prioritisation allows for focus on the top revenue generating corporate accounts and TMCs
• Negotiate discount rates, commissions and contracts in a timely manner against a background of data and yields the best return on investment
• Be the airline’s ambassador within the portfolio to maintain strong relationships ensuring positive strong brand position

General

• Actively manage the cost of sales needed to generate the revenue within the mandated parameters
• Closely monitor the effectiveness of incentive/discount 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 in support of corporate travel business
• 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 track the performance of the contracts
• Represent Cathay at industry and networking events
• Any other reasonable task as requested

Qualifications/ Experience:

• Certification in a relevant Sales business field
• A minimum of two years recent experience in Sales
• Knowledge of, or experience in, the airline industry is a distinct advantage
• Demonstrable networking and relationship management skills
• Has an achievement based record in achieving targets
• Strong communication and interpersonal 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

Application deadline: February 28, 2019

Cathay Pacific is an Equal Opportunities Employer. Personal data provided by job applicants will be used strictly in accordance with our personal data policy and for recruitment purposes only. Candidates not notified within eight weeks may consider their application unsuccessful. All related information will be kept in our file for up to 24 months. A copy of our Personal Information Collection Statement will be provided upon request by contacting our Data Protection Officer.

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