Trade Account Manager

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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.

We are looking for an individual to join our Sales Team in Vancouver, B.C. The successful individual will drive and exceed Trade Sales targets through strategic data‑orientated actions. Acquire new business, establish Cathay in new markets, and manage existing agency sales and accounts. They will focus on driving sales from trade 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.

Revenue Generation:

• Implement the company’s trade partnerships strategy in TAM, including creating account level strategic plans to deliver profitable partnerships to Cathay.
• 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.
• Ensure strong focus is given to seeking opportunities in niche and/or specialty segments (including but not limited to MICE, students, entertainment etc.) including renewals and repeat business.

Portfolio Management:

• Service the existing portfolio to maintain and grow the value (focusing on revenue growth).
• Make regular visits to trade partners to conduct presentations, seminars, provide updates on products and services.
• Focus on the top revenue generating trade 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 agency’s contribution to Cathay’s revenue.
• Ensure that a cohesive sales activity and marketing plan is in place and managed with each incentivized trade 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.
• Actively search for new corporate sales leads through the Trade Partners and ensure these are passed on to the Corporate Sales teams.
• Engage with Global Trade 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.
• Represent Cathay at industry and networking events.
• Any other reasonable task as requested.

E&A:

• Emergency and Accident and Crisis Response responsibilities as required.

Academic

Qualifications:

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

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…