Company Description
Cathay is a leading premium travel lifestyle brand based in Hong Kong, offering products and services across four lines of business – Premium Travel, Cargo, Low-Cost Travel and Lifestyle. The Cathay Group comprises premium full-service airline Cathay Pacific, cargo business Cathay Cargo, low-cost airline HK Express, express all-cargo carrier Air Hong Kong, and various other subsidiaries.
Cathay Pacific was founded in Hong Kong in 1946. The Group has been deeply committed to its home base, extending to the rest of Greater Bay Area, and making substantial investments to develop Hong Kong as one of the world’s leading international aviation centres.
Role Introduction
Cathay Pacific is looking for an individual to join the New York Sales Team. The successful individual will achieve and exceed Corporate and Travel Management Company (TMC) targets through strategic data-orientated actions. Acquire new business, establish Cathay in new markets, and manage existing corporate and TMC accounts. They will focus on driving sales from corporate, institutional, and TMC partners, ensuring strong relationships and maximizing revenue opportunities. Collaborate with the Head of Distribution Partnerships to align with regional goals and contribute to the sales team's success.
Key Responsibilities
Revenue Generation
- Work with the Head of Distribution Partnerships to formulate the company's corporate, institutional and TMC partnership strategy in the assigned region, including defining market segments, establishing sales objectives, and creating actionable sales plans.
- Acquire high value corporate and TMC partners in the region 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
Portfolio Management
- Service the existing portfolio to maintain and grow the value (focusing on revenue growth)
- Make regular visits to corporate and TMC partners to conduct presentations, seminars, provide updates on products and services.
- Focus on the top revenue generating corporate and TMC partners and actively seek ways to improve the quality of the revenue generated by the portfolio
- Negotiate performance-based incentive contracts in accordance with global
guidelines to optimise corporates contribution to Cathay’s revenue
- Ensure that a cohesive sales activity and marketing plan is in place and managed with each incentivized corporate and TMC partner
- Actively manage the incentive cost of sales needed to generate the revenue within the mandated parameters
- Manage the effectiveness of performance based incentive schemes by conducting regular and timely performance reviews to maximize available and potential sales opportunities
- Engage with Global Corporate and TMC partners at a local level as required
Enablement
- Embrace new technologies, including but not limited to NDC, continuous pricing and offer and order management. Actively promote the use of new tools and technology to enhance communication, convenience, efficiency and service experience
- Utilise Salesforce to manage new and existing customers and sales activities in line with global guidelines
- Drive adoption and penetration of Business Plus
- Represent Cathay at industry and networking events
- Any other reasonable task as requested
People Development and Performance Management
- Lead, support, coach, and inspire the team to achieve commercial and strategic success.
- Supervise and mentor direct reports, promoting a culture of effective cross-functional collaboration and shared accountability.
- Consistently upholding Cathay’s core values and modelling excellence in execution and behaviour.
- Maintain active and ongoing dialogue with team members regarding individual goals, performance expectations, and growth plans.
- Engage employees meaningfully to enhance communication, alignment with departmental objectives, and understanding of strategic priorities.
- Perform any other reasonable tasks as required to support team development
Emergency and Accident Response
- Emergency, 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 five 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 would be an advantage
- 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
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.
- 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’
Salary Range -
The estimated salary range for this role is $94,188 to $134,820. 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) 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.
