Corporate Account Manager

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 Dallas 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

E&A

• Emergency and Accident and Crisis Response responsibilities as required

Requirements

Academic Qualifications

• Post-Secondary Diploma / Certificate preferable in a relevant Sales or Business field related discipline or equivalent combination of education, training, and experience is required

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’

Personal & Application Information

Cathay Pacific Airways is an Equal Opportunity (EOE) and Affirmative Action (AA) 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.