Global Commercial and Institutional Account Manager

Cathay Pacific; Hong Kong; On-site; HKD 600,000 - 900,000; Full time

Job summary

Cathay Pacific is seeking an experienced Senior Commercial Manager to shape growth of global corporate and institutional accounts. You will drive revenue, coordinate with regional teams, and lead commercial negotiations across our network.

You will build trusted client relationships, leverage Salesforce, PRISM and Qlik Sense to track performance and identify opportunities, while coordinating with marketing, product, revenue management and operations to ensure service excellence and sustainable

Qualifications

• 5–7 years of commercial or airline sales experience.
• At least 3 years in people management.
• Bachelor’s degree in Business, Marketing or related discipline.
• Strong analytical, strategic-thinking and commercial skills.
• Excellent communication and stakeholder-management abilities.
• Proficient in written and spoken English; Chinese or other languages are an advantage.
• Knowledge of Salesforce, PRISM and Qlik Sense.

Responsibilities

• Manage and grow a portfolio of global corporate accounts to meet revenue targets and strategic goals.
• Develop account plans, set targets, monitor performance and address revenue risks.
• Build trusted relationships with global clients and serve as the key contact for strategic discussions.
• Lead RFP responses, bid submissions, contract negotiations and renewals with sustainable terms.
• Assess account potential, cost of sale and ROI to support commercial decisions.
• Create global account strategies aligned with objectives and market trends.
• Coordinate with regional teams to align service delivery and revenue initiatives.
• Partner with marketing, product, revenue management and operations teams to maintain service quality.
• Identify MICE sales leads and attend industry and client events.
• Respond to inquiries with effective solutions and act as a brand ambassador.

Skills

Sales leadership

Account management

Analytical thinking

English proficiency

Stakeholder management

Sales tools (Salesforce)

Sales tools (PRISM/Qlik Sense)

Education

Bachelor’s degree in Business/Marketing or related

Tools

Salesforce

PRISM

Qlik Sense

Job description

Role Introduction

Reports to: Global Commercial & Institutional Sales Manager
Shape the growth of Cathay’s global commercial and institutional accounts by developing account strategies, driving revenue performance and leading commercial negotiations across our network.
You will build trusted client relationships, coordinate with regional teams and use Salesforce, PRISM and Qlik Sense to track performance, identify opportunities and address revenue risks. Working across marketing, product, revenue management and operations, you will help deliver consistent service and commercially sustainable partnerships.
Your work will strengthen relationships that connect organisations and their people with opportunities around the world.

Key Responsibilities

• Manage and grow a portfolio of global corporate accounts in line with revenue targets and strategic goals
• Develop account plans, set targets, monitor performance and address revenue risks or underperformance
• Build trusted relationships with global clients and serve as the key contact for strategic discussions and escalations
• Lead Request for Proposal responses, bid submissions, contract negotiations and renewals while ensuring commercially sustainable terms
• Assess account potential, cost of sale and return on investment to support sound commercial decisions and yield-positive incentive structures
• Create global account strategies aligned with company objectives, client needs and market trends, identifying new business and revenue opportunities
• Coordinate with regional teams, local stations and Travel Management Companies to align service delivery, Standard Operating Procedures and revenue initiatives
• Partner with marketing, product, revenue management and operations teams to maintain service quality and resolve account issues promptly
• Identify Meetings, Incentives, Conferences and Exhibitions sales leads, support global corporate sales projects and represent the airline at industry and client events
• Respond to client and internal enquiries with effective solutions, act as a brand ambassador and undertake other duties as assigned

Requirements

• 5–7 years of commercial or airline sales experience, including at least 3 years in people management
• Bachelor’s degree, preferably in Business, Marketing or a related discipline
• Demonstrated strong analytical, strategic-thinking and commercial skills, with the ability to turn insights into action
• Results-oriented and proactive, with the ability to identify and maximise sales opportunities
• Excellent communication and stakeholder-management skills, with the ability to influence clients and internal teams
• Proficient in written and spoken English; Chinese or other language capabilities are an advantage
• Knowledge of sales tools and platforms, including Salesforce, PRISM and Qlik Sense

Personal & Application Information

Cathay Pacific is an Equal Opportunities Employer. Personal data provided by job applicants will be used strictly in accordance with our Applicant Personal Information Collection Statement and for recruitment purposes only. Candidates not notified within eight weeks may consider their application unsuccessful. We keep records of your data for no longer than is necessary for the purpose for which we obtained them and any other permitted linked purposes. If your application is unsuccessful, we will keep your details on file for as long as is necessary to process your application or for the purposes of further job opportunities if you agree to such longer periods.