Virtual Account Manager

2 weeks ago

Johannesburg, Gauteng, South Africa Cathay Pacific Full time
SND - Sales & Distributions

  • Johannesburg, South Africa
  • Cathay Pacific
  • Application Deadline
15 May 2023

Company Description

Let your passion fly We're proud to be one of the world's leading airlines.

Our reputation is built on a long track record of success, an ongoing commitment to our home HongKong, and on the delivery of customer service that's straight from the heart.

All of this is possible due to our talented people who share our passion for aviation and our commitment to being the best.

Our global family can open up a world of opportunities for you. This means that your first role at Cathay Pacific won't be your last. It could take you anywhere.

Join us and discover just how far you can go

Role Introduction

To achieve and exceed the agreed sales targets virtually through the intelligent use of data.

Continuously seek to acquire new business and establish Cathay in new markets while proactively negotiating and managing existing Corporate Accounts, Business Plus and Trade partners as the brand of choice.

Key Responsibilities

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
  • Develop and grow the offline markets in the territory
  • Ensure s 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 revenuegenerating Business plus Accounts and trade partners
  • 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 sales leads through the Trade Partners and ensure conversion of opportunities
  • Be the airline's ambassador within the portfolio to maintain strong relationships ensuring a positive strong brand position
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
  • Assume the role of Sales Operation Executive when he/she is on leave or absence.
  • Drive adoption and penetration of Business Plus
  • Utilise PRISM to manage corporate accounts
  • Any other reasonable task as requested
E&A

  • Emergency and Accident and Crisis Response responsibilities as required

Requirements:

Academic qualifications

  • Diploma or certificate (ideally in a relevant Sales, Marketing or Business field) is preferred
Knowledge, skills, training and 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

Benefits:

Personal & Application Information

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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