Regional Head of Customer, Travel & Lifestyle, SEA & Oceania

CATHAY PACIFIC AIRWAYS LIMITED; Singapore; On-site; SGD 120,000 - 150,000; Full time

Job summary

A leading airline company in Singapore is seeking a seasoned professional to drive revenue growth and commercial strategies. This role encompasses delivering sales targets, managing Business Development teams, and leading strategic planning initiatives. The ideal candidate has over 10 years of experience in commercial management, strong leadership abilities, and exemplary communication skills. A bachelor's degree in sales, marketing, or business administration is required for this critical position.

Qualifications

• Minimum 10 years of commercial management experience.
• Strong commercial background, preferably in sales, marketing and e-commerce.
• Ability to develop and execute large-scale marketing and sales programs.

Responsibilities

• Deliver region's revenue targets for direct and indirect sales.
• Define and submit revenue targets in line with capacity growth.
• Provide feedback on local developments and lead teams in improving sales.
• Oversee Business Development teams to measure route efficiency.
• Adopt a data-driven approach for commercial strategies.

Skills

Sales management

Commercial strategy

Data-driven decision making

Leadership

Communication skills

Relationship building

Education

Bachelor’s degree in sales, marketing, or business administration

Job description

• Deliver the region’s agreed revenue targets for both direct and indirect sales as well as on ticket and ancillary sales

• Define and submit revenue targets as required to Head Office in line with capacity growth, competitive landscape, cost of sales and yield management strategies

• Produce and execute the agreed Commercial Action Plans in line with Head Office directives, local market trends, marketing, digital and the revenue targets

• Provide feedback on local developments and lead the team to improve sales and distribution efforts including corporate selling, digital, automation and sales force management

• Oversee the Business Development teams in the region to generate revenue, on ticket and ancillaries, measured through route contribution, performance vs. target, yield evolution, market share growth, and improvement of route efficiency

• Optimise individual sales channel to ensure cost of sales in the region contribute positively to overall global target

• Identify potential suitable routes within the region in collaboration with Airline Planning

• Lead regional and country business reviews and the overall assessment of performance, and where necessary, drive corrective actions to ensure organisational goals are met and exceeded

Business Development (Analytics)

• Leading a cross travel and lifestyle team that provides in-depth analysis and consumer insights to support business growth and development plans in the region

• Adopting a data-driven approach to formulate commercial strategies which optimise the revenue, cost of sales and distribution channels for the region.

• Maintain awareness of the competitive environment as well as focus on analytics and market intelligence data to support setting of viable travel sales and lifestyle growth strategies

Organisation Management

• Work in collaboration with related Head Office departments for regular reporting of commercial performance, evolution of the competitive landscape, market intelligence, plans for capacity amendments, development of new tools and of new product features

• Lead the regional and local team works in accordance with the direction as agreed in terms of strategy, message alignment and content accuracy

• Cultivate contacts with key industry representatives (business and leisure), governmental associations, government representatives and local leaders

• Ensure compliance to antitrust regulations and other codes of conduct as applicable

People Development

• Lead, support and encourage own team to achieve success

• Build a strong and motivated team, ensuring the right organisational structure and the right people are in place to foster positive team spirit and facilitate teamwork.

• Actively engage with employees to enhance communication and their understanding of department goals. Enhance the employee experience in line with the role level and the internal brand promise.

Academic Qualifications

• Bachelor’s degree in sales, marketing, or business administration

Knowledge, Skills, Training and Experience

• Minimum 10 years of commercial management experience

• Candidate is required to have a strong commercial background, preferably in sales, marketing and e-commerce

• Demonstrable skills to develop and execute large-scale marketing and sales programmes and projects with varying degrees of complexity

• Demonstrated ability to create and lead high performance and metrics focused teams that consistently exceed targets

• Successful track record managing a multi-channel sales organisation

• Strong leadership skills with the particular ability to inspire and positively influence employees within a region and in remote working locations

• Impassioned advocate of strategic planning and innovative thinking

• Prior working experience within the region is an advantage

• Exceptionally good communication skills in both written and verbal form that can clearly and concisely convey the business’s messages and to depict the business in the highest standard possible

• Skillful and knowledgeable in technology, technological appliances and social media

• Highly developed people skills to enable easy relatability to support the establishment of strong and meaningful relationships with colleagues, media representatives, business partners, and consumers