Account Manager (2 Years Fixed Term Contract)

Cathay Pacific Airways Limited; Kuala Lumpur; On-site; MYR 60,000 - 90,000; Full time

Benefits offered by this job

Travel industry discounts

Career development opportunities

Job summary

Cathay Pacific in Kuala Lumpur is seeking a Sales Manager to drive revenue through data-driven insights and proactive negotiation with Trade/TMC partners and Corporate Accounts. You will help grow Cathay in new markets while maintaining strong relationships.

The role emphasizes consultative selling, pipeline development, and strategic collaboration with partners to optimise revenue and discounts while delivering exceptional service to clients and stakeholders.

Qualifications

• A minimum of four years recent experience in Sales.
• Knowledge of the airline industry is advantageous.
• Excellent communication and interpersonal skills.
• Demonstrable networking and relationship management skills.

Responsibilities

• Revenue generation: acquire high value accounts and partners; manage sales actions and leads.
• Transform selling culture to insights-driven approaches and smarter selling.
• Engage in consultative selling and new business development.
• Nurture leads and convert specialty segment opportunities where appropriate.
• Source new partnerships and maximise value from existing partnerships.
• Negotiate rates, discounts, and contracts with data-backed decisions.
• Maintain cohesive sales activity plans with trade partners.
• Represent Cathay at industry events and manage top corporate accounts.

Skills

Communication skills

Negotiation

Networking

PC literacy

Education

Sales certification

Tools

Salesforce

PRISM

MIDT

DDS

Job description

Cathay Pacific

Sales and Distribution Department

Contract

Company Description

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

• Item 1 of 7, Acquire high value accounts and business trade partners and TMCs as per agreed targets using an insights driven approach Acquire high value accounts and business trade partners and TMCs as per agreed targets using an insights driven approach
• Item 2 of 7, Actively initiate and follow up on sales actions, obtain sales leads and dynamically seek new business from the relevant sales channels Actively initiate and follow up on sales actions, obtain sales leads and dynamically seek new business from the relevant sales channels
• Item 3 of 7, Actively assist in transforming the culture from one of relationship selling to a insights-driven smarter selling Sales force Actively assist in transforming the culture from one of relationship selling to a insights-driven smarter selling Sales force
• Item 4 of 7, Engage in consultative and insightful selling techniques and services with an enhanced focus on new business development Engage in consultative and insightful selling techniques and services with an enhanced focus on new business development
• Item 5 of 7, Nurture specialty segment leads to sure these are converted where appropriate Nurture specialty segment leads to sure these are converted where appropriate
• Item 6 of 7, Engage in consultative and insightful selling techniques and services with an enhanced focus on new business development Engage in consultative and insightful selling techniques and services with an enhanced focus on new business development
• Item 7 of 7, Actively source new partnerships and continue to drive commercial value from our existing partnerships Actively source new partnerships and continue to drive commercial value from our existing partnerships
• Item 1 of 10, Negotiate IAP agreements with local partners in accordance with IAP guidelines and cost of sale targets. Negotiate IAP agreements with local partners in accordance with IAP guidelines and cost of sale targets.
• Item 2 of 10, Manage the relationship for Local/Global Trade and Corporate Partners Manage the relationship for Local/Global Trade and Corporate Partners
• Item 3 of 10, 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. 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.
• Item 4 of 10, 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 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
• Item 5 of 10, Ensure that prioritisation allows for focus on the top revenue generating Corporate Accounts and trade partners Ensure that prioritisation allows for focus on the top revenue generating Corporate Accounts and trade partners
• Item 6 of 10, Actively seek ways to improve the quality of the revenue generated by the portfolio Actively seek ways to improve the quality of the revenue generated by the portfolio
• Item 7 of 10, 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 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
• Item 8 of 10, Ensure that a cohesive sales activity and marketing plan is in place and managed with each incentivised trade partner Ensure that a cohesive sales activity and marketing plan is in place and managed with each incentivised trade partner
• Item 9 of 10, Actively search for new corporate sales leads through the Trade Partners Actively search for new corporate sales leads through the Trade Partners
• Item 10 of 10, Be the airline’s ambassador within the portfolio to maintain strong relationships ensuring positive strong brand position Be the airline’s ambassador within the portfolio to maintain strong relationships ensuring positive strong brand position

General

• Item 1 of 9, Actively manage the cost of sale needed to generate the revenue within the mandated parameters Actively manage the cost of sale needed to generate the revenue within the mandated parameters
• Item 2 of 9, Closely monitor the effectiveness of incentive schemes by conducting regular and timely performance reviews in order to maximise available and potential sales opportunities Closely monitor the effectiveness of incentive schemes by conducting regular and timely performance reviews in order to maximise available and potential sales opportunities
• Item 3 of 9, Actively promote the use of new tools and technology to enhance communication, convenience, efficiency and service experience Actively promote the use of new tools and technology to enhance communication, convenience, efficiency and service experience
• Item 4 of 9, Ensure knowledge and application of MICE and specialty segments (marine, energy resources and humanitarian) to assist in revenue generation and adoption within the portfolio Ensure knowledge and application of MICE and specialty segments (marine, energy resources and humanitarian) to assist in revenue generation and adoption within the portfolio
• Item 5 of 9, Drive adoption and penetration of Business Plus Drive adoption and penetration of Business Plus
• Item 6 of 9, Utilise Salesforce.com to manage new and existing customers and sales activities Utilise Salesforce.com to manage new and existing customers and sales activities
• Item 7 of 9, Utilise PRISM to manage corporate accounts Utilise PRISM to manage corporate accounts
• Item 8 of 9, Represent Cathay at industry and networking events Represent Cathay at industry and networking events
• Item 9 of 9, Any other reasonable task as requested Any other reasonable task as requested

E&A

• Item 1 of 1, Emergency and Accident and Crisis Response responsibilities as required Emergency and Accident and Crisis Response responsibilities as required

Requirements

Academic Qualifications

• Item 1 of 1, Certification in a relevant Sales business field Certification in a relevant Sales business field

Knowledge, Skills, Training and Experience

• Item 1 of 8, A minimum of four years recent experience in Sales A minimum of four years recent experience in Sales
• Item 2 of 8, Knowledge of, or experience in, the airline industry is a distinct advantage Knowledge of, or experience in, the airline industry is a distinct advantage
• Item 3 of 8, Excellent communication and interpersonal skills Excellent communication and interpersonal skills
• Item 4 of 8, Demonstrable networking and relationship management skills Demonstrable networking and relationship management skills

Item 5 of 8, Strong negotiation skills Strong negotiation skills

Item 6 of 8, Strong level of PC literacy in Word, Excel and PowerPoint Strong level of PC literacy in Word, Excel and PowerPoint

Item 7 of 8, Knowledge of DDS, PRISM, MIDT and Salesforce Automation tool is preferred Knowledge of DDS, PRISM, MIDT and Salesforce Automation tool is preferred

Item 8 of 8, Adaptive to and embraces constant change Adaptive to and embraces constant change

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.