The General Manager Customer and Commercial Service Subsidiaries is responsible for defining and leading the commercial strategy for Cathay Pacific Airways Limited's service subsidiaries, comprising Cathay Cargo Terminal, Cathay Dining, HAS by Cathay and Vogue Laundry.

The role provides enterprise-wide commercial leadership to support service subsidiaries in achieving their strategic growth, revenue, profitability, and customer objectives. Acting as the primary commercial partner to each service subsidiary, the role develops and executes commercial strategies, identifies new business opportunities, strengthens customer relationships, and ensures the delivery of sustainable and profitable growth across the portfolio.

The role is accountable for establishing and embedding commercial excellence across the service subsidiaries by implementing best-in-class practices, tools, processes, governance, and performance management frameworks. Through strong leadership, coaching, and capability development, the role builds a high-performing commercial organisation that delivers professional, value-adding support and enables service subsidiaries to achieve their commercial ambitions.

The role also leads the shared services functions responsible for sales, key account management, commercial excellence, market intelligence, and business development—ensuring a consistent, customer-focused, and commercially disciplined approach across all service subsidiaries.

With accountability for sales planning, revenue growth, margin enhancement, strategic customer management, and the continuous development of commercial capability, the General Manager Customer and Commercial Service Subsidiaries fosters a culture of collaboration, innovation, and service excellence. The role reports directly to the CEO, Service Subsidiaries, with a functional reporting line to the Chief Operating Officers (COOs) of each of the four service subsidiaries.

Key Responsibilities

• Lead the commercial strategy for the service subsidiaries portfolio, ensuring alignment with corporate objectives and long-term growth ambitions.
• Collaborate with service subsidiary COOs and leadership teams to define sales targets, priorities, and business plans that drive sustainable revenue and profit.
• Deliver revenue, margin, and customer retention goals through effective sales, pricing, and account management strategies.
• Identify and secure new business opportunities, partnerships, and markets to support profitable expansion.
• Strengthen customer relationships by developing and executing engagement strategies, including managing Cathay as a key strategic partner.
• Establish commercial excellence by embedding best-in-class practices, tools, processes, and governance frameworks.
• Provide market intelligence, customer insights, and strategic recommendations to enhance products and services.
• Build and inspire a high-performing commercial organisation, developing talent pipelines and succession plans across functions.
• Foster a customer-centric, commercially disciplined, and performance-driven culture across service subsidiaries.
• Monitor and report commercial performance against KPIs, delivering insights and actions that drive continuous improvement.

Requirements 

• Degree in Business Administration, Marketing, Commerce, or related discipline.
• At least 10 years’ experience in commercial leadership, sales, business development, and customer management, with 5 years in senior management.
• Proven track record of delivering strong commercial outcomes in multi-business or portfolio sales environments.
• Strong commercial acumen with expertise in strategy, pricing, negotiation, key account management, and business planning.
• Experience implementing commercial excellence frameworks, tools, and processes that enhance performance.
• Demonstrated leadership in building high-performing teams and fostering accountability, customer focus, and continuous improvement.
• Excellent stakeholder management, influencing, and communication skills, with ability to engage effectively at executive and customer levels.
• Customer-centric mindset with deep understanding of market dynamics and B2B sales environments.
• Industry experience in cargo, airline catering, airport services, logistics, hospitality, or other service sectors is advantageous.
• Excellent command of written and spoken English; Cantonese proficiency is an advantage.

We offer a competitive remuneration package and a full range of benefits. To all interested applicants, please click 'Apply Now' button and submit your application.

Personal & Application Information

The personal data collected in this application form will be used by Cathay Subsidiary Services to support recruitment and employment related operations in the subsidiaries of Cathay Pacific Airways Limited, including but not limited to Cathay Dining, Cathay Cargo Terminal, HAS by Cathay and Vogue Laundry (“Company”, “we” or “us”). Applicants not being invited for an interview within eight weeks may be considered their applications unsuccessful. We may retain the personal data of unsuccessful applicants for future recruitment purposes for two years.

Requisition ID: 908