This position is to manage customer and commercial relationship activities for Cathay Pacific Airways Limited’s subsidiaries including Cathay Cargo Terminal, Cathay Dining, HAS by Cathay and Vogue Laundry.

The incumbent oversees both account and sales management teams. This includes ensuring contract renewals for all existing customers, identifying cross-selling opportunities across the subsidiaries as well as prospecting new customers to drive new sales and revenue opportunities.

He/she will be responsible for developing and delivering sales plans including product development to drive revenue as well as managing the gross margin of sales activities. He/she will also be responsible for actively exploring and soliciting all business opportunities to reach or exceed specific annual business target on revenue generated at the same time maintain a high level of customer satisfaction through account services.

This position reports to the Head of Commercial.

Responsibilities:

• Actively explore and solicit business opportunities to optimise the business performance.
• Be responsible for overall and assigned sales, contribution and renewal KPIs.
• Develop medium- and long-term commercial strategies having identified potential business opportunities and analyse the commercial implication.
• Act as the contact point for business enquiries from potential customers.
• Responsible for the commercial activities and contract coordination activities.
• Identify customers’ needs, develop plans and follow through with various internal departments to provide excellent products and services to our customers.
• Prepare business proposals and quotations in responding to RFQ, RFI and RFP or other business enquires as required.
• Participate in commercial negotiations – i.e. contract pricing, incentives, service terms and conditions.
• Work cross functionally with Subsidiary Commercial and Commercial Excellence to develop customer pricing and contract strategies.
• Maintain good relationship with customers and commercial related business partners to ensure effective communications.
• Provide sales forecasting and business intelligence to formulate market insights.
• Identify and share customer needs for long-term planning and product development .
• Attend industry events and networking groups to build relationships with key prospects.
• Handle customer enquiries and management the relationships with internal and external stakeholders to ensure high customer satisfaction.
• Perform any projects or ad-hoc duties as assigned by the Management.

Requirements:

• Degree holder in business administration or other related disciplines.
• Minimum 5 years of experience in aviation sales, business development or procurement, including 3 years at supervisory level.
• Knowledge of air cargo or passenger services will be advantageous.
• Results-focused, process-oriented with strong commercial acumen.
• Strong negotiation and contract management skills.
• Self-starter, innovative. Ability to multi-task and manoeuvre independently.
• Analytical, ability to interpret data and make data-driven decisions.
• Good communication skills, effectively collaborate with cross-functional teams.
• Demonstrated leadership skills, ability to lead a small team.
• Excellent command of written and spoken English and Cantonese. Mandarin would be 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.

If you have any inquiries, please feel free to contact 2450 2103 / 2450 2031 to Talent Acquisition Team, People Department.

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: 870