Key Responsibilities
Revenue Generations
- Acquire high value global and local trade partners as per agreed targets using an insights driven approach
- Initiate and follow up on sales actions, obtain sales leads and dynamically seek new business
- Engage in consultative and insightful selling techniques and services with a dedicated focus on new business development
- Assist in transforming the culture from one of relationship-based selling to an insights-driven smarter selling Sales force
- Give a strong focus to seeking opportunities in the MICE (meetings, incentives, conferences and exhibitions) market including renewals and repeat business
Portfolio Management
- Help to manage the local relationship for Global Trade Partners
- Service the existing portfolio in order to maintain and grow the value (focusing on revenue growth)
- 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 trade partners and actively seek ways to improve the quality of the revenue generated by the portfolio
- Negotiate rates, commissions and contracts in a timely manner against a background of data and yields to achieve the best return on investment and have a mutually beneficial outcome
- Manage a cohesive sales activity and marketing plan and manage incentivised trade partners
- Search for new corporate trade sales leads through the Trade Partners and ensure these are passed on to the Corporate Sales teams
- Be the airline’s ambassador within the portfolio to maintain strong relationships ensuring positive and prominent brand position.
Requirements
General
- Manage the cost of sales needed to generate the revenue within the mandated parameters
- Monitor the effectiveness of incentive schemes by conducting regular and timely performance reviews in order to maximise available and potential sales opportunities
- Promote the use of new tools and technology to enhance communication, convenience, efficiency and service experience
- Utilise Salesforce.com to manage new and existing customers and sales activities
- Utilise DDS to track the account performance
- Represent Cathay at industry and networking events
- Any other reasonable task as requested
E&A
- Emergency and Accident and Crisis Response responsibilities as required
Academic Qualifications
- Certification in a relevant Sales business field
Knowledge, Skills, Training And Experience
- A minimum of two years’ recent experience in Sales
- Knowledge of, or experience in, the airline industry is a distinct advantage
- Strong communication and interpersonal skills
- Demonstrable networking and relationship management skills
- Experience in working in an environment with targets and achieving targets
- Good negotiation skills
- Good level of PC literacy in Word, Excel and PowerPoint
- Knowledge of MIDT, DDS and Sales Force Automation Tool is preferred
- Adaptive to and embraces constant change