Revenue Generations

- Acquire high value accounts as per agreed targets using a data and insight driven

approach

- Initiate and follow up on sales actions, obtain sales leads and dynamically seek new

business

- Assist in transforming the culture from one of relationship-based selling to an

insights-driven smarter selling Sales force

- Engage in consultative and insightful selling techniques and services with an enhanced

focus on new business development

Portfolio Management

- Help to contribute to the strategic partnership and manage the local relationship for

Global Corporates or Global TMCs

- Service existing portfolio or accounts / TMCs in order to maintain and grow the value

(focusing on revenue not necessarily the growth in portfolio size)

- Regularly make sales visits to clients to conduct presentations, seminars, provide updates on products and services in order to enhance sales opportunities and facilitate sales

- Actively seek ways to improve the quality of the revenue generated by the portfolio

- Ensure that appropriate prioritisation allows for focus on the top revenue generating

corporate accounts and TMCs

- Negotiate discount rates, commissions and contracts in a timely manner against a

background of data and yields the best return on investment

- Be the airline’s ambassador within the portfolio to maintain strong relationships ensuring

positive strong brand position

General

- Actively manage the cost of sales needed to generate the revenue within the mandated

parameters

- Closely monitor the effectiveness of incentive/discount schemes by conducting regular

and timely performance reviews in order to maximise available and potential sales

opportunities

- Actively promote the use of new tools and technology to enhance communication,

convenience, efficiency and service experience in support of corporate travel business

- Ensure knowledge and application of MICE and specialty segments (marine, energy

resources and humanitarian) to assist in revenue generation and adoption within the

portfolio

- Drive adoption and penetration of Business Plus

- Utilise Salesforce.com to manage new and existing customers and sales activities

- Utilise PRISM to track the performance of the contracts

- 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:

- Bachelor degree in a relevant Sales or 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

- Demonstrable networking and relationship management skills

- Has an achievement based record in achieving targets

- Strong communication and interpersonal skills

- Good negotiation skills

- Good level of PC literacy in Word, Excel and PowerPoint

- Knowledge of PRISM, MIDT and Sales Force Automation Tool is preferred

- Adaptive to and embraces constant change