Role Introduction
Reports to: Assistant Manager Commercial & Institutional Sales Hong Kong
Drive commercial growth by building meaningful corporate relationships, winning new business and helping Cathay expand its presence across key and emerging markets in Hong Kong. You will use data, market insight and consultative selling to manage an existing portfolio of corporate accounts, acquire high-potential clients and support sustainable revenue growth.
Working with local and global corporate clients, internal teams, travel agents and global distribution systems, you will shape sales proposals, respond to requests for proposal, negotiate route deals and recommend pricing strategies that support both customer needs and commercial performance. The work is both strategic and hands-on: one conversation may focus on a client’s travel priorities, while the next may involve analysing account performance, preparing a fare proposal or coordinating a multi-market or Oneworld Alliance deal.
This is a role for someone who enjoys turning insight into action and relationships into results. By helping organisations travel better with Cathay, you will contribute to a broader purpose: moving people forward through the places, experiences and opportunities that matter to them.
Key Responsibilities
Revenue Generation
- Acquire high-potential corporate accounts using a data-driven, insight-led approach. Develop and implement strategies to achieve agreed sales revenue targets.
- Lead and coordinate multi-market and Oneworld Alliance deals, collaborating with relevant internal teams. Proactively pursue new business opportunities, follow up on leads, and drive sales actions.
- Analyze, recommend, and monitor corporate pricing strategies to optimize revenue. Apply consultative selling techniques with a strong focus on new business development. Contribute to the development and enhancement of corporate products and solutions at local level.
Portfolio Management
- Manage relationships with local offices of global corporates and local corporate clients. Respond to RFPs, negotiate route deals, and prepare fare proposals for key decision-makers.
- Conduct regular performance reviews, client visits, and presentations to enhance engagement and sales opportunities. Support Global Corporate Account Managers with local operational issues to strengthen client relationships.
- Maintain up-to-date corporate profiles, understand client priorities, and ensure timely resolution of issues to drive satisfaction.
General Responsibilities
- Manage cost of sales within approved parameters to support revenue generation. Handle client and internal service unit inquiries effectively and efficiently.
- Plan, organize, and participate in sales and marketing activities to promote the Cathay Pacific Corporate Programme. Communicate and liaise with parties concerned, including travel agents and GDS in working out effective sales proposal that capture and growth corporate spend.
- Represent the airline as a brand ambassador, maintaining strong client relationships and a positive brand image.
- Perform any other duties as assigned.
Requirements
- Bachelor’s degree in Business, Marketing, or a related field is preferred.
- 3–5 years of experience in sales, account management, or a commercial role, ideally within the airline, travel, or service industry.
- Strong analytical mindset, with the ability to interpret data and translate insights into client-focused solutions.
- Commercially savvy, with a proactive approach to identifying opportunities and driving revenue growth.
- Excellent communication and interpersonal skills, with the ability to build strong relationships and influence both internal teams and external clients.
- Proficient in both written and spoken English and Chinese (Cantonese and/or Mandarin), with the ability to communicate effectively with internal and external parties across diverse markets.
- Comfortable using sales tools and platforms, such as Salesforce, PRISM, and data visualization tools like Qlik Sense.
Personal & Application Information
Cathay Pacific is an Equal Opportunities Employer. Personal data provided by job applicants will be used strictly in accordance with our Applicant Personal Information Collection Statement and for recruitment purposes only. Candidates not notified within eight weeks may consider their application unsuccessful. We keep records of your data for no longer than is necessary for the purpose for which we obtained them and any other permitted linked purposes. If your application is unsuccessful, we will keep your details on file for as long as is necessary to process your application or for the purposes of further job opportunities if you agree to such longer periods.
