Account Manager (2 Years Fixed Term Contract)

Cathay Pacific Airways Ltd; Kuala Lumpur; On-site; MYR 90,000 - 140,000; Full time

Benefits offered by this job

Travel benefits and discounts

Career development opportunities

Job summary

Cathay Pacific Airways Ltd. offers a challenging sales role in Kuala Lumpur focused on exceeding revenue targets through data-driven insights and proactive partner management.

You will manage Trade/TMC partners and Corporate Accounts, while seeking new business opportunities and market expansion with a consultative selling approach. The role emphasizes collaboration across sales and marketing, driving revenue growth, and nurturing strategic partnerships to enhance Cathay’s market presence in

Qualifications

• 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.

Responsibilities

• Achieve and exceed sales targets through intelligent use of data.
• Proactively negotiate and manage existing Trade/TMC partners and Corporate Accounts.
• Acquire new business and establish Cathay in new markets.
• Engage in consultative selling techniques with focus on new business development.
• Source new partnerships and drive value from existing partnerships.
• Maintain relationships with top partners and ensure revenue growth.

Skills

Sales experience

Communication skills

Networking

Negotiation

PC literacy

Adaptability

Industry knowledge

Sales tools familiarity

Education

Sales field certification

Tools

Salesforce

MIDT

PRISM

DDS

Job 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!

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

• Item 1 of 7, Acquire high value accounts and business trade partners and TMCs as per agreed targets using an insights driven approachAcquire 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 channelsActively 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 forceActively 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 developmentEngage 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 appropriateNurture 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 developmentEngage 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 partnershipsActively source new partnerships and continue to drive commercial value from our existing partnerships

Portfolio Management

• 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 PartnersManage 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 salesMake 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 partnersEnsure 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 portfolioActively 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 outcomeNegotiate 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 partnerEnsure 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 PartnersActively 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 positionBe 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 parametersActively 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 opportunitiesClosely 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 experienceActively 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 portfolioEnsure 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 PlusDrive adoption and penetration of Business Plus
• Item 6 of 9, Utilise Salesforce.com to manage new and existing customers and sales activitiesUtilise Salesforce.com to manage new and existing customers and sales activities
• Item 7 of 9, Utilise PRISM to manage corporate accountsUtilise PRISM to manage corporate accounts
• Item 8 of 9, Represent Cathay at industry and networking eventsRepresent Cathay at industry and networking events
• Item 9 of 9, Any other reasonable task as requestedAny other reasonable task as requested

E&A

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

Requirements

Academic Qualifications

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

Knowledge, Skills, Training and Experience

• Item 1 of 8, A minimum of four years recent experience in SalesA minimum of four years recent experience in Sales
• Item 2 of 8, Knowledge of, or experience in, the airline industry is a distinct advantageKnowledge of, or experience in, the airline industry is a distinct advantage
• Item 3 of 8, Excellent communication and interpersonal skillsExcellent communication and interpersonal skills
• Item 4 of 8, Demonstrable networking and relationship management skillsDemonstrable networking and relationship management skills
• Item 5 of 8, Strong negotiation skillsStrong negotiation skills
• Item 6 of 8, Strong level of PC literacy in Word, Excel and PowerPointStrong level of PC literacy in Word, Excel and PowerPoint
• Item 7 of 8, Knowledge of DDS, PRISM, MIDT and Salesforce Automation tool is preferredKnowledge of DDS, PRISM, MIDT and Salesforce Automation tool is preferred
• Item 8 of 8, Adaptive to and embraces constant changeAdaptive 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.