Trade Account Manager

2 weeks ago

Toronto, Canada Cathay Pacific Full time

SND - Sales & Distributions
- Toronto, Canada
- Cathay Pacific
- Application Deadline
30 Apr 2024

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 Airways is looking for an ambitious individual to join the Sales and Distribution team in Toronto. Reporting directly to the Head of Trade Sales, this position will achieve and exceed the agreed Trade Sales targets through intelligent use of data. They will continuously seek to acquire new business and establish Cathay in new markets while proactively negotiating and managing existing Agency (including Online Travel Agencies) sales and accounts and indirect sales channels.

Key Responsibilities

**Revenue Generations**
- Acquire high value global and local trade partners as per agreed targets using an insights driven approach
- Actively 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
- Actively assist in transforming the culture from one of relationship-based selling to an insights-driven smarter selling ethos
- Ensure strong focus is given to seeking opportunities in the High-end leisure market including renewals and repeat business

**Portfolio Management**
- Ensure management of 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 prioritization 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
- Ensure that a cohesive sales activity and marketing plan is in place and managed with each incentivized trade partner
- Actively search for new corporate 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

**General**
- Actively manage the cost of sales needed to generate the revenue within the mandated parameters
- Closely monitor the effectiveness of incentive schemes by conducting regular and timely performance reviews in order to maximize available and potential revenue and market share shift opportunities
- Actively promote the use of new tools and technology to enhance communication, convenience, efficiency and service experience
- Utilize Salesforce to manage new and existing customers and sales activities
- Utilize DDS and QlikSense to track the account performance
- Represent Cathay Pacific 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 or equivalent combination of education, training, and experience in a Sales or related discipline is required
- A Bachelor’s degree in an aligned field is desirable

**Knowledge, Skills, Training and Experience**
- Three to four years’ recent experience in Sales
- Knowledge of, or experience in, the airline industry is a distinct advantage
- Excellent communication and interpersonal skills
- Demonstrable networking and relationship management skills
- Solid experience in working in an environment with targets and achieving targets
- Strong negotiation skills
- Respectable level of PC literacy in Word, Excel and PowerPoint
- Knowledge of MIDT, DDS and Sales Force Automation tool
- Adaptive to and embraces constant change

**Additional Requirements**
- Must successfully pass reference checks
- Must be willing and able to sit for long periods of time
- Must be willing and able to travel within North America, if required
- Must have the right to live and work in Canada
- Must comply with the Company’s mandatory COVID-19 Vaccination policy

**Benefits**

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