Company Description
Let your passion fly! We’re proud to be one of the world’s leading airlines. Our reputation is built on a long track record of success, an ongoing commitment to our home Hong Kong, and on the delivery of customer service that’s straight from the heart. All of this is possible due to our talented people who share our passion for aviation and our commitment to being the best. Our global family can open up a world of opportunities for you. This means that your first role at Cathay Pacific won’t be your last. It could take you anywhere.
Join us and discover just how far you can go!
Role Introduction
To develop and execute the commercial strategies for the port / area / region in order to surpass revenue targets and commercial Key Performance Indicators as well as ensuring fit for purpose sales solutions are provided to customers.
Key Responsibilities
Revenue Generation
- Assist in setting the annual revenue budget and Cargo Business Plan by providing meaningful insights and implement the Cargo Business Plan in alignment with local cargo strategies and specified Key Performance Indicators
- Execute the Cargo Business Plan and lead the team to surpass revenue budget and targets
- Help to ensure that the Cargo team achieves and exceeds revenue target and generate ancillary revenue by actively seeking support from customers
- Generate revenue with perspective of sales channels, product sales and offline sales development
- Ensure management of capacity to maximise flight revenue
- Ensure focus on regional coordination to leverage the advantage of multiple points of sale to maximise contributing of freighter and passenger flight revenue
- Conduct regular reviews of revenue performance and lead team to take actions where revenue is behind budget
- Ensure that teams hunt for new revenue generation streams, for example from new routes, new frequencies, ancillary charges
- Set and execute sales plans to generate revenue, balancing short-term and long-term revenue goals in terms of spanet share, yield, and agency distribution breadth
- Lead the team to provide superb sales customer services in all customer touch points to drive premium selling rates and regular business
- Assist to negotiate and execute favourable sales contracts as required
Account Management and Sales Administration
- Lead the sales teams to generate revenue from forwarders by exploiting revenue potential from each account by referencing available spanet data and information
- Manage the sales teams to collect, analyse and report spanet conditions, trends and activities
- Provide superb sales customer services across all customer touch points so as to drive premium selling rates and regular business
- Partner with Outdoor Sales to provide customer-centric solutions to customers
- Ensure that customers’ enquiries are answered and process customers’ offline booking and e-booking requests in a timely and professional manner
Coordination with Operations
- Ensure that accurate booking lists for the Cargo Terminal Operator to execute flight planning and pallet build up plan are prepared in a timely manner
Efficiency Improvement
- Manage commercial cost of sales with an appropriate balance between revenue increases against required costs
- Lead the sales teams to Implement programmes are to support e-initiatives to drive penetration of e-Bookings and other Agent Self-Service functions
Financial Risk Management
- Manage credit risks with reference to relevant internal guidelines / IATA local financial criteria where applicable
Partnerships and External Liaisons
- Establish and manage relationships with shippers, key industry and trade partners, and associations so that Company interests are well represented
- Confer recognition on, and earn the loyalty of our highest value customers, including Cargo Clan Elite members
People Development and Performance Management
- Build a strong and motivated team, ensuring the right organisational structure and the right people are in place to foster positive team spirit and facilitate teamwork
- Supervise and mentor direct reports, encouraging effective collaboration
- Demonstrate leadership and lead by example in accordance with Cathay’s core values
- Develop employees with high potential and identify learning opportunities to ensure appropriate training and development
Requirements
Academic Qualifications
- University degree (or tertiary equivalent) preferably with a logistics, sales and spaneting or business discipline
Knowledge, Skills, Training and Experience
- Minimum 4 years’ experience in sales, preferably in airlines’ cargo / forwarders / logistics or a related industry, of which at least 2 years in a team management role
- Working knowledge of, and experience in the cargo/freight forwarding environment is a distinct advantage
- Proven achievements in building, maintaining and leading teams to success
- Established track record in meeting or exceeding sales and revenue targets
- Demonstrable ability in successful business relationship building and account management
- Demonstrably strong communication and people skills
- Strong numeric and analytical skills
- Proven ability to work independently
- Demonstrable success in sound decision making
Benefits
https://careers.cathaypacific.com/who-we-are/why-work-here
Personal & Application Information
Cathay Pacific is an Equal Opportunities Employer. Personal data provided by job applicants will be used strictly in accordance with our personal data policy and for recruitment purposes only. Candidates not notified within eight weeks may consider their application unsuccessful.
All related information will be kept in our file for up to 24 months. A copy of our Personal Information Collection Statement will be provided upon request by contacting our Data Protection Officer
