Role Introduction
Reports To: Head of Cargo Sales HK & GBA
The Hong Kong Cargo Sales team plays a significant role in bringing key revenue to the airline with a focus on expanding capacity and developing sales in the region. This role will be leading a team of cargo sales business development officer to provide support function in the areas of customer relationship, external & internal stakeholders management, financial risk management, sales performance report, expese and headcount budget management, and sales team administration, that contribute to the success of the sales team.
Key Responsibilities
Business Development
- Serve as the primary point of contact for potential and existing solution-based acounts, such as valuable cargo customers and shippers
- Develop and genearate periodic reports to guide solution sales
- Align pricing and ales practices across all the sales areas in HK & GBA team
- Provide insights and support to drive solution sales
Customer Relationship
- Assist the Marketing team in organizing market events, such as Chinese New Year (KHFC) party, and Top Customers Award Dinner
- Manage CCE annaul membership renewal of CCE based on established criteria, along with other travel benefits for our customers
External & Internal Stakeholders Management
- Build effective working relationships with the Hong Kong Association of Freight Forwarding Association (HAFFA), International Air Transport Association (IATA), and Shippers’ Council to address air cargo industry-related issues
- Foster a strong relationship with the Hong Kong Civil Aviation Department (HKCAD) to manage tariff and surcharge matters, such as the Cargo Fuel Surcharge and TACT filing
- Coordinate the communication between Board of Airline Representatives (BAR) & the HK & GBA cargo sales team
- Initiate or engage in projects that support our cargo strategies focused on Expertise, Quality, and Innovation such as EzyCargo, e-EQ, e-AdHoc, e-AD ticket, Click & Ship and Qliksense
- Prepare cargo sales notice for important communications to our customers
Financial Risk Management
- Promote and manage IATA’s Local Financial Criteria (LFC) and Annual Financial Review (AFR) to ensure an effective risk management process is in place
- Monitor credit utilization closely and adjust the Bank Guarantee amount as necessary
- Liaise with Financial Services department (FIN) regarding debt and accounting issues
Expense & Headcount Budget Management
- Prepare budgets for marketing, overhead, and headcount in collaboration with FIN team
- Monitor expenditures and identifying spending trends
- Suggest improvements to reduce unncessary expenses
- Facilitate staff requisition and recruitement process in collaboration with People team
Sales Performance Report
- Collaborate with managers to develop and generate periodic reports on sales & market performance
- Continuously manage and review performance reports to ensure alignment with the team’s goals
- Prepare and manage e-EQ and e-AdHoc reports to faciliate sales govenance
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Sales Administration
- Manage the section manual to define poilicies such as sales practise, credit control, agency appointment, and expense claims
- Collaborate with customers and internal stakeholders, such as FIN, Compliance, GLS, and Cargo Digital, for new account set-up to ensure all requirements are fulfilled in a timely manner
- Ensure that all central filing documents, including expense claims, external invoices, gift and hospitality registrations, contracts, agreements, agency appointments, and reports, are retained in accordance to Corporate Compliance’s policy and audit requirements.
- Manage the common drive of the cargo sales team to maintain a meaningful and simple structure
- Manage the common drive of the cargo sales team to maintain a meaningful and simple structure
- Establish guidelines and maintain records for the approval of EB, UGSA, AD ticket and sponsorship tickets
- Implement effective measures to ensure the sales team complies with Coperate Compliance policies, including anti-trust, anti-bribery and customer data privacy policy.
Requirements
- University degree preferably in business related subjects.
- Minimum 5 years’ air cargo and/or airline experience preferably in commercial related fields such as sales/corporate sales, and marketing, with solid supervisor experience.
- Good command of written and spoken English.
- Proficiency in Putonghua is considered an advantage.
- Excellent communication, presentation, and project management skills.
- Good business acumen with sound analytical and negotiation skills.
- Knowledge of air cargo sales/service/operations/systems will be advantageous.
- Previous exposure to event management is definitely a plus.
Personal & Application Information
Cathay Pacific 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.
