What are the responsibilities and job description for the Corporate Account Manager position at Cathay Pacific Airways Limited?
Corporate Account Manager
SND - Sales & Distributions
Boston, Massachusetts, USA
Cathay Pacific
Application Deadline21 Feb 2025
Company Description
Move Beyond! To move people forward in life - We are the people behind Cathay Pacific. We are proud of our Hong Kong heritage but equally proud of the global, diverse workforce that makes us who we are. We are relentlessly driven to create lifetime customer loyalty, value for our shareholders and satisfaction and enrichment for our employees. We are a complex global business, but we are also family. And whether we are in the cockpit or behind a desk, moving cargo, checking our passengers in or ensuring they are safe and comfortable while in the air, we are all one team, focused on delivering one world-class airline operation. Join us and discover just how far you can go!
Role Introduction
Cathay Pacific is looking for an individual to join our Boston Corporate Sales Team. The successful individual will achieve and exceed the agreed Corporate and Travel Management Company (TMC) sales targets through intelligent use of data. Continuously seek to acquire new business and establish Cathay in new markets, while proactively negotiating and managing existing Corporate and TMC accounts.
Key Responsibilities
Revenue Generations
Acquire high value accounts as per agreed targets using a data and insight driven approach
Actively initiate and follow up on sales actions, obtain sales leads and dynamically seek new business
Actively 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
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
- Emergency and Accident and Crisis Response responsibilities as required
Requirements
Academic Qualifications
Knowledge, Skills, Training and Experience
A minimum of three to four 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
Excellent communication and interpersonal skills
Strong negotiation skills
Respectable 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
Additional Requirements
Must successfully pass all pre-screening clearances, including a background check and pre-employment drug screen upon contingent job offer
Must be willing and able to travel within North America, if required
Must have the right to live and work in the USA
Benefits
Cathay Pacific Airways is proud to offer eligible employees competitive Compensation & Benefits package, as varied by location, regularly scheduled hours worked, length of employment and employment status as highlighted below.
Travel Privileges on Cathay Pacific Airways Global Network
Extensive well-being programs including health, dental, prescription, vision, virtual doctor visits and flexible spending accounts and employee assistance program benefits to help you stay well.
Generous 401K Matching Program
Paid Holiday & Vacation
LTD & Basic Life Insurance
If this position requires a uniform, a uniform allowance will be provided.
To learn more about Cathay Pacific as a Certified Great Place Employer –Please Click Here’ (https : / / www.greatplacetowork.com / certified-company / 7079941)
The estimated salary range for this role is $78,108 to $117,168 per year. Employee pay will vary based on factors such as qualifications, experience, skill level, competencies and work location.
Personal & Application Information
Cathay Pacific Airways is an Equal Opportunity (EOE) (https : / / www.dol.gov / sites / dolgov / files / OFCCP / regs / compliance / posters / pdf / 22-088_EEOC_KnowYourRights.pdf) and Affirmative Action (AA) (https : / / www.dol.gov / sites / dolgov / files / OFCCP / pdf / pay-transp_ English_formattedESQA508c.pdf) employer. All qualified applicants will receive consideration for employment regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status and other protected status as required by applicable law and will not be discriminated against. Cathay Pacific Airways is an E-Verify participating employer.
If you require assistance or an accommodation in completing any aspect of the application process, please contact the Cathay Americas Recruiting team at : jobs@cathaypacific.com .
Salary : $78,108 - $117,168