Account Manager – Trade

* Purpose: To achieve and exceed the agreed Trade Sales targets through intelligent use of data. Continuously seek to acquire new business and establish Cathay in new markets while proactively negotiating and managing existing Agency (including Online Travel Agencies) sales and accounts and indirect sales channels.* Key Responsibilities:Revenue Generations• Acquire high value global and local trade partners 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 • Engage in consultative and insightful selling techniques and services with a dedicated focus on new business development• Actively assist in transforming the culture from one of relationship-based selling to an insights-driven smarter selling Sales force• Ensure strong focus is given to seeking opportunities in the MICE (meetings, incentives, conferences and exhibitions) market including renewals and repeat businessPortfolio Management• Ensure management of the local relationship for Global Trade Partners• Service the existing portfolio in order to maintain and grow the value (focusing on revenue growth)• Make regular sales visits to clients to conduct presentations, seminars, provide updates on products and services in order to enhance sales opportunities and facilitate sales• Ensure that prioritisation allows for focus on the top revenue generating trade partners and actively seek ways to improve the quality of the revenue generated by the portfolio• Negotiate rates, commissions and contracts in a timely manner against a background of data and yields to achieve 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 incentivised trade partner• Actively search for new corporate sales leads through the Trade Partners and ensure these are passed on to the Corporate Sales teams• Be the airline’s ambassador within the portfolio to maintain strong relationships ensuring positive and prominent brand positionGeneral• Actively manage the cost of sales needed to generate the revenue within the mandated parameters • Closely monitor the effectiveness of incentive schemes by conducting regular and timely performance reviews in order to maximise available and potential sales opportunities• Actively promote the use of new tools and technology to enhance communication, convenience, efficiency and service experience • Utilise Salesforce.com to manage new and existing customers and sales activities• Utilise DDS to track the account performance• Represent Cathay at industry and networking events• Any other reasonable task as requestedPeople Development and Performance Management • Lead, support and encourage own team to achieve success• 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• Maintain active and ongoing dialogue in relation to employee goals and individual performance • Actively engage with employees to enhance communication and their understanding of department goals• Enhance the employee experience in line with the role level and the internal brand promiseE&A• Emergency and Accident and Crisis Response responsibilities as required.