Virtual Account Manager

Overview

Full Job Description

Position: SND - Sales and Distribution
Location: Mumbai, India
Company: Cathay Pacific
Application Deadline: 25 January 2025

Company Overview

Let your passion fly! Cathay Pacific is proud to be one of the world’s leading airlines. Our reputation is built on a rich history of success, a commitment to our home in Hong Kong, and exceptional customer service that comes straight from the heart.

Our talented global family makes this possible, and joining Cathay Pacific is just the beginning. Your first role could lead you to limitless opportunities anywhere in the world.

Join us and discover how far you can go!

Job Overview

The primary responsibility of this role is to achieve and exceed agreed sales targets through smart use of data. The ideal candidate will focus on securing new business, establishing Cathay Pacific in new markets, and maintaining existing corporate accounts and trade partnerships as the preferred brand.

Key Responsibilities

1. Revenue Generation

• Secure new accounts and trade partners as per agreed targets through a data-driven approach.
• Proactively identify leads, initiate sales actions, and pursue new business opportunities.
• Engage in virtual consultative selling methods with a strong focus on new business development.
• Focus on the MICE (Meetings, Incentives, Conferences, and Exhibitions) market to drive renewals and repeat business.

2. Portfolio Management

• Service existing accounts to maintain and grow revenue (focus on revenue quality, not portfolio size).
• Conduct regular virtual sales calls to deliver presentations, updates, and workshops to enhance sales opportunities.
• Prioritize top revenue-generating Business Plus accounts and trade partners.
• Develop Marine channel opportunities by engaging with shipping companies.
• Negotiate rates, discounts, and commissions promptly, achieving mutually beneficial outcomes.
• Implement and manage a robust sales and marketing plan for every incentivized trade and corporate partner.
• Identify new corporate leads through trade partners and hand them over to Corporate Sales teams.

3. General Duties

• Manage the cost of sales to optimize revenue generation within approved parameters.
• Promote new tools and technology to enhance communication, efficiency, and service experience.
• Enhance knowledge and use of MICE and specialty segments (marine, energy resources, humanitarian) for revenue generation.
• Drive adoption and penetration of Business Plus.
• Use Salesforce.com for managing clients and sales activities.
• Leverage Crystal for corporate account management.
• Perform additional reasonable tasks as requested.

4. Emergency and Crisis Management

• Take on emergency and crisis response duties as required.

Requirements

Academic Qualifications

• Minimum: Graduation in any field.
• Preferred: Diploma or certification in a relevant sales/business field.

Knowledge, Skills, and Experience

• Minimum 3 years of relevant work experience.
• Passion for sales with proven results.
• Knowledge of or experience in the airline industry is an advantage.
• Excellent communication and interpersonal skills, especially virtual communication.
• Strong networking and relationship management abilities.
• Skilled in negotiation.
• High proficiency in Word, Excel, and PowerPoint.
• Knowledge of Crystal, MIDT, and Salesforce tools is preferred.
• Adaptable and open to constant change.

Benefits

Cathay Pacific offers a supportive and dynamic work environment with opportunities for growth and personal development. For more information, visit:
Why Work Here

Application and Personal Information

Cathay Pacific is an Equal Opportunity Employer. Personal data provided by applicants will be used strictly in accordance with our personal data policy and solely for recruitment purposes.

• Candidates not notified within two months may consider their application unsuccessful.
• All related information will be retained in our records for up to two years.
• A copy of our Personal Information Collection Statement can be provided upon request by contacting our Data Protection Officer.