Global Commercial and Institutional Account Manager

• Item 1 of 7, 5-7 years of commercial or airline sales experience, including at least 3 years in people management5-7 years of commercial or airline sales experience, including at least 3 years in people management
• Item 2 of 7, Bachelor's degree, preferably in Business, Marketing or a related disciplineBachelor's degree, preferably in Business, Marketing or a related discipline
• Item 3 of 7, Demonstrated strong analytical, strategic-thinking and commercial skills, with the ability to turn insights into actionDemonstrated strong analytical, strategic-thinking and commercial skills, with the ability to turn insights into action
• Item 4 of 7, Results-oriented and proactive, with the ability to identify and maximise sales opportunitiesResults-oriented and proactive, with the ability to identify and maximise sales opportunities
• Item 5 of 7, Excellent communication and stakeholder-management skills, with the ability to influence clients and internal teamsExcellent communication and stakeholder-management skills, with the ability to influence clients and internal teams
• Item 7 of 7, Knowledge of sales tools and platforms, including Salesforce, PRISM and Qlik SenseKnowledge of sales tools and platforms, including Salesforce, PRISM and Qlik Sense

• Item 6 of 7, Proficient in written and spoken English; Chinese or other language capabilities are an advantageProficient in written and spoken English; Chinese or other language capabilities are an advantage

Reports to: Global Commercial & Institutional Sales Manager

Shape the growth of Cathay's global commercial and institutional accounts by developing account strategies, driving revenue performance and leading commercial negotiations across our network.

You will build trusted client relationships, coordinate with regional teams and use Salesforce, PRISM and Qlik Sense to track performance, identify opportunities and address revenue risks. Working across marketing, product, revenue management and operations, you will help deliver consistent service and commercially sustainable partnerships.

Your work will strengthen relationships that connect organisations and their people with opportunities around the world.

• Item 1 of 10, Manage and grow a portfolio of global corporate accounts in line with revenue targets and strategic goalsManage and grow a portfolio of global corporate accounts in line with revenue targets and strategic goals
• Item 2 of 10, Develop account plans, set targets, monitor performance and address revenue risks or underperformanceDevelop account plans, set targets, monitor performance and address revenue risks or underperformance
• Item 3 of 10, Build trusted relationships with global clients and serve as the key contact for strategic discussions and escalationsBuild trusted relationships with global clients and serve as the key contact for strategic discussions and escalations
• Item 4 of 10, Lead Request for Proposal responses, bid submissions, contract negotiations and renewals while ensuring commercially sustainable termsLead Request for Proposal responses, bid submissions, contract negotiations and renewals while ensuring commercially sustainable terms
• Item 5 of 10, Assess account potential, cost of sale and return on investment to support sound commercial decisions and yield-positive incentive structuresAssess account potential, cost of sale and return on investment to support sound commercial decisions and yield-positive incentive structures
• Item 6 of 10, Create global account strategies aligned with company objectives, client needs and market trends, identifying new business and revenue opportunitiesCreate global account strategies aligned with company objectives, client needs and market trends, identifying new business and revenue opportunities
• Item 7 of 10, Coordinate with regional teams, local stations and Travel Management Companies to align service delivery, Standard Operating Procedures and revenue initiativesCoordinate with regional teams, local stations and Travel Management Companies to align service delivery, Standard Operating Procedures and revenue initiatives
• Item 8 of 10, Partner with marketing, product, revenue management and operations teams to maintain service quality and resolve account issues promptlyPartner with marketing, product, revenue management and operations teams to maintain service quality and resolve account issues promptly
• Item 9 of 10, Identify Meetings, Incentives, Conferences and Exhibitions sales leads, support global corporate sales projects and represent the airline at industry and client eventsIdentify Meetings, Incentives, Conferences and Exhibitions sales leads, support global corporate sales projects and represent the airline at industry and client events
• Item 10 of 10, Respond to client and internal enquiries with effective solutions, act as a brand ambassador and undertake other duties as assignedRespond to client and internal enquiries with effective solutions, act as a brand ambassador and undertake other duties as assigned