Virtual Account Manager

To achieve and exceed the agreed sales targets virtually through intelligent use of data. Continuously seek to acquire new business and establish Cathay in new markets while proactively negotiating and managing existing Corporate Accounts and Trade partners as the brand of choice.

Revenue Generation

• Acquire accounts and business trade partners and specialty agents 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 from the relevant sales channels
• Engage in virtual consultative and insightful selling techniques and services with an enhanced focus on new business development
• Ensures focus is given to seeking opportunities in the MICE (meetings, incentives, conferences and exhibitions) market including renewals and repeat business

Portfolio Management

• Service the existing portfolio virtually in order to maintain and grow the value (focusing on revenue not necessarily the growth in portfolio size)
• Make regular virtual sales calls to clients to conduct presentations, seminars, provide updates on products and services in order to enhance sales opportunities and facilitate sales using available technology
• Ensure that prioritization allows for focus on the top revenue generating Business plus Accounts and trade partners
• Grow Marine channel by identifying opportunities engagement with shipping companies.
• Actively seek ways to improve the quality of the revenue generated by the portfolio
• Negotiate rates, discounts, commissions and contracts in a timely manner against a background of data and yields the best return on investment and have a mutually beneficial outcome
• Ensure that a cohesive sales activity and marketing plan is in place and managed with each incentivized trade corporate partner
• Actively search for new corporate sales leads through the Trade Partners and ensure these are passed on to the Corporate Sales teams

General

• Actively manage the cost of sale needed to generate the revenue within the mandated parameters
• Actively promote the use of new tools and technology to enhance communication, convenience, efficiency and service experience
• Ensure knowledge and application of MICE and specialty segments (marine, energy resources and humanitarian) to assist in revenue generation and adoption within the portfolio
• Drive adoption and penetration of Business Plus
• Utilise Salesforce.com to manage new and existing customers and sales activities
• Utilise PRISM to manage corporate accounts
• Any other reasonable task as requested

EA

• Emergency and Accident and Crisis Response responsibilities as required

Academic qualifications

• Graduation in any field is a minimum
• Diploma / Certification in a relevant Sales business field

Knowledge, skills, training and experience

• A minimum of 3 years relevant work experience
• A passion for sales and experience in delivering results
• Knowledge of, or experience in, the airline industry is a distinct advantage
• Excellent communication and interpersonal skills especially virtually
• Demonstrable networking and relationship management skills
• Good negotiation skills
• Strong level of PC literacy in Word, Excel and PowerPoint
• Knowledge of PRISM, MIDT and Sales Force Automation tool is preferred
• Adaptive to and embraces constant change