Role Introduction
Reports to: Head of Global Sales Strategy and Distribution Partnerships
Shape how builds, manages and grows its global strategic partnerships. You will lead the Global Strategic Partnerships & Product Development Team to achieve and exceed agreed Global Trade Partnerships targets across areas including Global Travel Management Companies, meetings, incentives, conferences and exhibitions, Specialty segments and inbound Greater Bay Area intermodal activity, using data and insight to guide stronger commercial decisions.
This role combines strategy, product development, partner management and people leadership. You will design and manage the overall Global Strategic Partnerships sales strategy, support targeted products for specialty sales segments such as MICE, Humanitarian, ERM, Cruise and Student, and ensure productive workflow across the network and Head Office to help drive incremental revenue.
You will also help move the sales culture from relationship-led selling toward a smarter, insight-driven approach, while negotiating and managing existing global strategic partners and seeking new business in new markets. Through commercial focus, team leadership and client-centric thinking, your work will help create stronger partnerships that move customers, markets and people forward.
Key Responsibilities
Revenue generation
- Design the overall strategy to acquire high-value trade partners against agreed targets, using data and insights to generate new revenue. Oversee sales actions to ensure leads are identified, followed up and converted into new business.
- Help shift the sales culture from relationship-based selling to a smarter, insight-led approach. Ensure the team uses consultative selling techniques, with a clear focus on new business development, MICE opportunities, Specialty markets, renewals and repeat business.
- Lead the team in developing inbound Greater Bay Area strategies to track and achieve intermodal revenue targets. Design network and global trade policies that support revenue growth while minimising leakage or dilution.
Portfolio management
- Act as the airline’s ambassador across the global portfolio, maintaining strong partner relationships and a positive brand position. Support the team’s transition to a more data-driven sales approach.
- Manage global trade partner relationships, participate in senior-level negotiations with top strategic partners, and ensure contracts are revenue positive. Oversee partner servicing and prioritisation to grow portfolio value, with focus on top revenue-generating partners.
- Review partner engagement activities, including visits, presentations, seminars and product updates, to strengthen sales opportunities. Ensure trade partner sales leads are shared promptly with Global Corporate Sales teams, and oversee discount, commission and contract negotiations using data to maximise return on investment.
General
- Manage cost of sales within agreed parameters and monitor incentive and discount scheme performance through regular reviews. Promote tools and technology that improve communication, convenience, efficiency and service for trade partner business.
- Collaborate with Revenue Management Operations, Marketing and Digital on revenue strategies for online travel agency, metasearch and distressed revenue channels. Use Salesforce.com and sales tools including MIDT, DDS and QS to manage customers, activities and account performance. Represent Cathay at industry and networking events, and complete other reasonable tasks as requested.
People development and performance management
- Lead, support and motivate the team to achieve success. Build the right structure, foster teamwork, mentor direct reports, encourage collaboration and demonstrate leadership in line with Cathay’s core values.
- Develop high-potential employees, identify learning opportunities, maintain regular performance conversations, improve understanding of department goals and enhance the employee experience in line with the role level and internal brand promise.
Requirements
Academic qualifications
- Tertiary Education in a directly related sales or marketing field. Certification in a relevant Sales business field
Knowledge, Skills, Training And Experience
- A minimum of seven years recent experience in Sales
- Knowledge of, or experience in, the airline industry is a distinct advantage. Experienced and proven skills in Global Trade Account Management or Strategy Development. Good understanding of the local and global economic trends and the ways to conduct business in that area.
- Excellent communication and interpersonal skills. Demonstrable networking and relationship management skills
- Experience in managing and leading a target driven team to success
- Has a history of achievement in achieving targets
- Strong negotiation skills. Strong change management skill
- Proven ability to collaborate across cultures, departments and client partnerships
- Innovative and creative problem solver. Adaptive to and embraces constant change
- Respectable level of PC literacy in Word, Excel and PowerPoint. Knowledge of BSP, MIDT, QS and Sales Force Automation Tool is preferred
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.
