Global Commercial and Institutional Account Manager

Cathay Pacific Group; Hong Kong; On-site; HKD 1,200,000 - 1,800,000; Full time

Job summary

Cathay Pacific is seeking a senior commercial sales leader to shape the growth of global corporate and institutional accounts. You will develop account strategies, drive revenue performance and lead commercial negotiations across our network.

Role requires building trusted client relationships, coordinating with regional teams and using Salesforce, PRISM and Qlik Sense to track performance and identify opportunities.

Qualifications

• 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.
• Strong analytical, strategic-thinking and commercial skills with the ability to turn insights into action.
• 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.

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 or underperformance.
• Build trusted relationships with global clients and serve as the key contact for strategic discussions and escalations.
• Lead RFP responses, bid submissions, contract negotiations and renewals while ensuring commercially sustainable terms.
• Assess account potential, cost of sale and ROI to support sound commercial decisions and incentive structures.
• Create global account strategies aligned with objectives, client needs and market trends.
• Coordinate with regional teams to align service delivery and revenue initiatives.
• Partner with marketing, product, revenue management and operations to maintain service quality and resolve issues.
• Identify sales leads and represent the airline at industry and client events.
• Respond to client and internal inquiries with effective solutions and act as a brand ambassador.

Skills

Commercial sales experience

People management

Analytical thinking

Communication skills

Sales tools: Salesforce

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

Equal Opportunity

Cathay Pacific is committed to fostering an environment that values Diversity, Equity, Inclusion and Belonging. As an equal opportunity employer, we are committed to attracting and hiring qualified individuals from diverse backgrounds, experiences and abilities. We strive to create a respectful, inclusive workplace free from discrimination, harassment and bullying.

Privacy

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.