Account Manager (2 Years Fixed Term Contract)

Cathay Pacific; Kuala Lumpur; On-site; MYR 120,000 - 180,000; Full time

Benefits offered by this job

Travel discounts (airfares)

Career development opportunities

Job summary

Cathay Pacific in Malaysia is looking for an accomplished sales professional to drive revenue by securing high‑value corporate accounts, TMCs, and partners, using insights to grow business.

You will manage existing contracts and portfolios, negotiate favorable terms, and expand relationships across local and global trade channels, emphasizing data-driven selling and strong client service.

Qualifications

• Minimum four years of sales experience.
• Knowledge of, or experience in, the airline industry is a distinct advantage.
• Excellent communication and interpersonal skills.
• Demonstrable networking and relationship management skills.
• Strong negotiation skills.
• Strong level of PC literacy in Word, Excel and PowerPoint.
• Knowledge of DDS, PRISM, MIDT and Salesforce Automation tool is preferred.
• Adaptive to and embraces constant change.

Responsibilities

• Acquire high value accounts and business trade partners and TMCs 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 from the relevant sales channels.
• Transform the culture from relationship selling to insights-driven smarter selling.
• Engage in consultative and insightful selling techniques and services with a focus on new business development.
• Nurture specialty segment leads to ensure these are converted where appropriate.
• Source new partnerships and drive commercial value from existing partnerships.

Skills

Sales experience

Communication skills

Negotiation skills

Networking

MS Office

Education

Certification in a relevant Sales business field

Tools

Salesforce

PRISM

MIDT

DDS

Job description

Company Description

Let your passion fly!

We’re proud to be one of the world’s leading airlines. Our reputation is built on a long track record of success, an ongoing commitment to our home Hong Kong, and on the delivery of customer service that’s straight from the heart.

All of this is possible due to our talented people who share our passion for aviation and our commitment to being the best. Our global family can open up a world of opportunities for you. This means that your first role at Cathay Pacific won’t be your last. It could take you anywhere. Join us and discover just how far you can go!

Role Introduction

To achieve and exceed the agreed sales targets through intelligent use of data. Proactively negotiate and managing existing Trade/TMC partners and Corporate Accounts and continuously seek to acquire new business and establish Cathay in new markets.

Key Responsibilities

Revenue Generation

• Acquire high value accounts and business trade partners and TMCs 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 from the relevant sales channels
• Actively assist in transforming the culture from one of relationship selling to a insights-driven smarter selling Sales force
• Engage in consultative and insightful selling techniques and services with an enhanced focus on new business development
• Nurture specialty segment leads to sure these are converted where appropriate
• Engage in consultative and insightful selling techniques and services with an enhanced focus on new business development
• Actively source new partnerships and continue to drive commercial value from our existing partnerships

Portfolio Management

• Negotiate IAP agreements with local partners in accordance with IAP guidelines and cost of sale targets.
• Manage the relationship for Local/Global Trade and Corporate Partners
• Service a portfolio of existing Corporate Contract portfolio in order to maintain and grow the value (focusing on revenue not necessarily the growth in portfolio size). Seek ways to grow the revenue or terminate underperforming contracts.
• 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 Corporate Accounts and trade partners
• Actively seek ways to improve the quality of the revenue generated by the portfolio
• Negotiate rates, discounts, commissions and contracts in a timely manner against a background of data and yields 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
• Be the airline’s ambassador within the portfolio to maintain strong relationships ensuring positive strong brand position

General

• Actively manage the cost of sale 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
• 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 manage corporate accounts
• Represent Cathay at industry and networking events
• Any other reasonable task as requested

E&A

• Emergency and Accident and Crisis Response responsibilities as required

Requirements

Academic Qualifications

• Certification in a relevant Sales business field

Knowledge, Skills, Training And Experience

• A minimum of 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
• Strong negotiation skills
• Strong level of PC literacy in Word, Excel and PowerPoint
• Knowledge of DDS, PRISM, MIDT and Salesforce Automation tool is preferred
• Adaptive to and embraces constant change

Benefits

Be part of the Cathay Pacific family and join a dynamic team culture working for one of the world’s Top Global Airlines.

Make the most of your leave and take advantage of travel industry discounts including airfares, hotels, tours and car hire.

Fly high with career development opportunities to diversify your skills and experience within the Cathay Pacific family.

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.