Global Commercial and Institutional Account Manager

Cathay Pacific Airways Limited; Hong Kong; On-site; HKD 900,000 - 1,300,000; Full time

Benefits offered by this job

Travel industry exposure

Global account management

Job summary

Cathay Pacific is seeking a Global Commercial and Institutional Account Manager to shape growth across global accounts, drive revenue, and lead commercial negotiations. You will coordinate with regional teams and use Salesforce, PRISM and Qlik Sense to track performance and identify opportunities.

Responsibilities include developing account plans, building client relationships, and leading RFPs and renewals while ensuring commercially sustainable terms.

Qualifications

• 5–7 years of commercial or airline sales experience, incl. at least 3 years in people management
• Bachelor’s degree in Business, Marketing or related discipline
• Demonstrated analytical, strategic-thinking and commercial skills
• Results-oriented and proactive with sales opportunities
• Excellent communication and stakeholder-management skills
• 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 mitigate revenue risks
• Build trusted relationships with global clients and lead strategic discussions
• Lead RFPs, bid submissions, contract negotiations and renewals with sustainable terms
• Assess account potential and ROI to support sound commercial decisions
• Create global account strategies aligned with objectives and market trends
• Coordinate with regional teams and Travel Management Companies on service delivery and revenue initiatives
• Collaborate with marketing, product, revenue management and operations to maintain service quality
• Identify sales leads from Meetings, Incentives, Conferences and Exhibitions and support global projects
• Respond to client/internal inquiries with effective solutions and brand ambassador duties

Skills

Sales experience

People management

Analytical thinking

Strategic planning

Communication

English proficiency

Client relationship building

Education

Bachelor's degree in Business/Marketing

Tools

Salesforce

PRISM

Qlik Sense

Job description

Global Commercial and Institutional Account Manager

Cathay Pacific

Sales and Distribution Department

Permanent

Hong Kong SAR (China)

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

• Item 1 of 10, Manage and grow a portfolio of global corporate accounts in line with revenue targets and strategic goals Manage and grow a portfolio of global corporate accounts in line with revenue targets and strategic goals
• Item 2 of 10, Develop account plans, set targets, monitor performance and address revenue risks or underperformance Develop account plans, set targets, monitor performance and address revenue risks or underperformance
• Item 3 of 10, Build trusted relationships with global clients and serve as the key contact for strategic discussions and escalations Build trusted relationships with global clients and serve as the key contact for strategic discussions and escalations
• Item 4 of 10, Lead Request for Proposal responses, bid submissions, contract negotiations and renewals while ensuring commercially sustainable terms Lead Request for Proposal responses, bid submissions, contract negotiations and renewals while ensuring commercially sustainable terms
• Item 5 of 10, Assess account potential, cost of sale and return on investment to support sound commercial decisions and yield-positive incentive structures Assess account potential, cost of sale and return on investment to support sound commercial decisions and yield-positive incentive structures
• Item 6 of 10, Create global account strategies aligned with company objectives, client needs and market trends, identifying new business and revenue opportunities Create global account strategies aligned with company objectives, client needs and market trends, identifying new business and revenue opportunities
• Item 7 of 10, Coordinate with regional teams, local stations and Travel Management Companies to align service delivery, Standard Operating Procedures and revenue initiatives Coordinate with regional teams, local stations and Travel Management Companies to align service delivery, Standard Operating Procedures and revenue initiatives
• Item 8 of 10, Partner with marketing, product, revenue management and operations teams to maintain service quality and resolve account issues promptly Partner with marketing, product, revenue management and operations teams to maintain service quality and resolve account issues promptly
• Item 9 of 10, Identify Meetings, Incentives, Conferences and Exhibitions sales leads, support global corporate sales projects and represent the airline at industry and client events Identify Meetings, Incentives, Conferences and Exhibitions sales leads, support global corporate sales projects and represent the airline at industry and client events
• Item 10 of 10, Respond to client and internal enquiries with effective solutions, act as a brand ambassador and undertake other duties as assigned Respond to client and internal enquiries with effective solutions, act as a brand ambassador and undertake other duties as assigned

Requirements

• Item 1 of 7, 5–7 years of commercial or airline sales experience, including at least 3 years in people management 5–7 years of commercial or airline sales experience, including at least 3 years in people management
• Item 2 of 7, Bachelor’s degree, preferably in Business, Marketing or a related discipline Bachelor’s degree, preferably in Business, Marketing or a related discipline
• Item 3 of 7, Demonstrated strong analytical, strategic-thinking and commercial skills, with the ability to turn insights into action Demonstrated strong analytical, strategic-thinking and commercial skills, with the ability to turn insights into action
• Item 4 of 7, Results-oriented and proactive, with the ability to identify and maximise sales opportunities Results-oriented and proactive, with the ability to identify and maximise sales opportunities
• Item 5 of 7, Excellent communication and stakeholder-management skills, with the ability to influence clients and internal teams Excellent communication and stakeholder-management skills, with the ability to influence clients and internal teams
• Item 6 of 7, Proficient in written and spoken English; Chinese or other language capabilities are an advantage Proficient in written and spoken English; Chinese or other language capabilities are an advantage
• Item 7 of 7, Knowledge of sales tools and platforms, including Salesforce, PRISM and Qlik Sense Knowledge of sales tools and platforms, including Salesforce, PRISM and Qlik Sense

Personal & Application Information

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.