Senior Account Manager

Cathay Pacific Airways Limited (Singapore); Singapore; On-site; SGD 72,000 - 120,000; Full time

Benefits offered by this job

Travel industry discounts

Career development opportunities

Global airline benefits

Job summary

Cathay Pacific Airways Limited (Singapore) is seeking a dynamic sales professional to achieve and exceed revenue targets by leveraging data-driven insights. You will proactively manage Trade/TMC partners and Corporate Accounts while pursuing new business and expanding Cathay's footprint in new markets.

Role emphasizes relationship-building, consultative selling, and driving commercial value from partnerships with a focus on revenue growth and market expansion.

Qualifications

• Certification in a relevant Sales field.
• Minimum four years of recent experience in Sales.
• Strong negotiation and relationship management skills.
• Knowledge of the airline industry is advantageous.
• Excellent PC literacy in Word, Excel and PowerPoint.
• Adaptive to constant change.

Responsibilities

• Acquire high value accounts and partners and trade clients to targets using an insights-driven approach.
• Initiate and follow up on sales actions and obtain sales leads from relevant channels.
• Support culture shift to insights-driven smarter selling.
• Engage in consultative and insightful selling for new business development.
• Nurture specialty segment leads to conversion where appropriate.
• Negotiate rates, discounts, and contracts with data-backed ROI considerations.
• Source new partnerships and maximize value from existing partnerships.

Skills

Sales acumen

Negotiation

Relationship management

Client presentations

Data-driven selling

Education

Certification in relevant Sales field

Tools

Salesforce

DDS

PRISM

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

• 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, Initiate and follow up on sales actions, obtain sales leads and seek new business from the relevant sales channelsInitiate and follow up on sales actions, obtain sales leads and seek new business from the relevant sales channels
• Item 3 of 7, Assist in transforming the culture from one of relationship selling to a insights-driven smarter selling Sales forceAssist 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, Source new partnerships and continue to drive commercial value from existing partnershipsSource new partnerships and continue to drive commercial value from 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 to maintain and grow the value (focusing on revenue not necessarily the growth in portfolio size). Seek ways to grow the revenue/terminate underperforming contracts.Service a portfolio of existing Corporate Contract portfolio to maintain and grow the value (focusing on revenue not necessarily the growth in portfolio size). Seek ways to grow the revenue/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, Seek ways to improve the quality of the revenue generatedSeek ways to improve the quality of the revenue generated
• 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 a cohesive sales activity and marketing plan is in place and managed with each incentivised trade partnerEnsure a cohesive sales activity and marketing plan is in place and managed with each incentivised trade partner
• Item 9 of 10, Search for new corporate sales leads through the Trade PartnersSearch for new corporate sales leads through the Trade Partners
• Item 10 of 10, Be the airline’s ambassador to maintain strong relationships ensuring positive strong brand positionBe the airline’s ambassador to maintain strong relationships ensuring positive strong brand position

General

• Item 1 of 9, Manage cost of sale needed to generate the revenue within the mandated parametersManage cost of sale needed to generate the revenue within the mandated parameters
• Item 2 of 9, Monitor effectiveness of incentive schemes by conducting regular, timely performance reviews to maximise available and potential sales opportunitiesMonitor effectiveness of incentive schemes by conducting regular, timely performance reviews to maximise available and potential sales opportunities
• Item 3 of 9, Promote use of new tools and technology to enhance communication, convenience, efficiency and service experiencePromote 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, Other reasonable task requestedOther reasonable task requested

People Development and Performance

• Item 1 of 8, Lead, support and encourage team to successLead, support and encourage team to success
• Item 2 of 8, Build a strong, motivated team, ensuring the right organisational structure are in place to foster positive team spirit and teamworkBuild a strong, motivated team, ensuring the right organisational structure are in place to foster positive team spirit and teamwork
• Item 3 of 8, Supervise direct reports, encouraging effective collaborationSupervise direct reports, encouraging effective collaboration
• Item 4 of 8, Demonstrate leadership according to Cathay’s core valuesDemonstrate leadership according to Cathay’s core values
• Item 5 of 8, Develop high potential employees and identify learning opportunities for training and developmentDevelop high potential employees and identify learning opportunities for training and development
• Item 6 of 8, Maintain communication in relation to employee goals and performanceMaintain communication in relation to employee goals and performance
• Item 7 of 8, Actively engage with employees to enhance communication and their understanding of department goalsActively engage with employees to enhance communication and their understanding of department goals
• Item 8 of 8, Enhance employee experience in line with the role level and internal brand promiseEnhance employee experience in line with the role level and internal brand promise

E&A

• Item 1 of 1, Emergency and Accident and Crisis Response responsibilitiesEmergency and Accident and Crisis Response responsibilities

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 9, A minimum of four years recent experience in SalesA minimum of four years recent experience in Sales
• Item 2 of 9, Demonstrable experience in leading a target driven team to success
• Item 3 of 9, Knowledge of, or experience in, the airline industry is a distinct advantageKnowledge of, or experience in, the airline industry is a distinct advantage
• Item 4 of 9, Superior communication and interpersonal skillsSuperior communication and interpersonal skills
• Item 5 of 9, Excellent networking and relationship management skillsExcellent networking and relationship management skills
• Item 6 of 9, Excellent negotiation skillsExcellent negotiation skills
• Item 7 of 9, Excellent level of PC literacy in Word, Excel and PowerPointExcellent level of PC literacy in Word, Excel and PowerPoint
• Item 8 of 9, Knowledge of DDS, PRISM, MIDT and Salesforce Automation tool is preferredKnowledge of DDS, PRISM, MIDT and Salesforce Automation tool is preferred
• Item 9 of 9, 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 ourApplicant Personal Information Collection Statementand 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.

Only applications from candidates with a cover letter and the right to work in Singapore without restrictions or sponsorship will be considered.