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8 months ago
Cathay Pacific
Location: China
Job type: Permanent
Sector: Sales & Purchasing
Category: Office Jobs

1. All China based positions are subject to local terms and conditions.

2. Applicants must have the right to live and work in Mainland China. We are unable to assist applicants with visa or work permit applications.

3. Once employment is confirmed, the employment contract and personnel file will be arranged through local FESCO.

Department: Marketing & Sales

Reports to: Marketing & Sales Supervisor

Location / Country: Nanning / China


Implement sales strategies to meet and exceed the agreed revenue and sales targets. Acquire new business and establish Cathay Pacific / Cathay Dragon in new markets while maintaining and expanding the various existing market segments in areas of responsibility.

Key responsibilities and tasks:

Develop Sales Leads and Build Relationships

* Initiate and follow up on sales actions, obtain sales leads and actively seek business from all travel market channels

* Identify, qualify and procure new business through identification of needs, data collection and market share analysis from agents, corporate clients and direct sales channels

* Develop direct sales channels and expand frequent flyers(MPO & Asia Miles) and Wechat fans base

* Make regular sales visits to agents and corporate clients to conduct presentations, seminars, provide updates on products and services in order to enhance sales opportunities and facilitate sales

* Answer agents enquires and handle ad-hoc or special cases

* Be the airline’s main representative in the local agency market, networking and maintaining good relationships with agents, corporations and trade partners, ensuring strong brand positioning

* Prepare and negotiate proposals to improve yield ensuring all offers are up to date and renegotiated in a timely fashion as required

Drive Revenue and Yield

* Meet agreed revenue, on-line sales target and corporate sales targets

* Focus on key OD revenue increment and market segment development

* Deliver consultative and insightful selling services

* Negotiate with agents and corporates on pricing and incentive schemes as required

* Increase frequency of usage from existing corporate accounts and Marco Polo members

Data Analysis

* Collect market information and undertake analysis on travel data and assist to negotiate with agents and corporates in order to increase agency sales revenue

* Monitor sales performance by conducting regular and timely reviews with agents and corporates in order to maximize available and potential sales opportunities

Other Sales Activities

* Promote CXagents.com, self-servicing as well as group fulfillment channels

* Promote the use of new tools and technology to enhance communication, convenience, efficiency and service experience in support of corporate travel business

* Utilization of Salesforce.com to manage new and existing customers and sales activities

* Any other reasonable task as required

Qualifications / Experience:

* University / Collage degree in a relevant Sales and Marketing or Business field

* Minimum of one year recent experience in Sales is preferred;

* Demonstrable experience in achieving sales targets

* Strong acumen in sales and marketing

* Knowledge of, or experience in, the airline industry is a distinct advantage

* Strong communication and interpersonal skills

* Good level of PC literacy in Word, Excel and PowerPoint

* Knowledge of MIDT and Sales Force Automation Tool preferred

* Good command of both spoken and written English

* PRC national register or holding PRC ID card


* Setting Direction

* Leading and Engaging Teams

* Driving Business Performance and Change

* Developing and Recognizing Others

Dragonair 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.

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