May 3, 2024
Customer and Commercial - Head of Commercial
Customer and Commercial Department, Cathay Subsidiary Services provides services to Cathay Pacific Airways Limited and its subsidiaries (the ‘Company’), including but not limited to Cathay Cargo Terminal, Cathay Dining, Hong Kong Airport Services Limited. and Vogue Laundry Service Limited.
This leadership position is to manage customer and commercial relationship activities for all aviation clients for Cathay Pacific Airways Limited’s subsidiaries including Cathay Cargo Terminal, Cathay Dining, Hong Kong Airport Services Limited and Vogue Laundry Service Limited.
The selected candidate will oversee both the account and sales management teams. This includes ensuring contract renewals for all existing customers, identifying cross-selling opportunities across the subsidiaries as well as prospecting new customers to drive new sales and revenue opportunities.
Responsibilities
Provide primary oversight of customer account management and sales management.
Oversee the sales and day to day account management of the customers ensuring effective coordination and collaboration to achieve revenue targets
Responsible for achieving 3rd party aviation and non-aviation sales targets
Provide strategic guidance and leadership to the commercial team, fostering a high-performing and customer-centric culture
Develop short-, medium- and long-term commercial strategy to maximize third party business contributions.
Implement sales plans to deliver targets, including forecasting, budgeting, and focus
Lead the Commercial team in commercial negotiations for contract renewals and RFP
Collect and analyse business intelligence to transform data into actionable insights
Lead the Commercial team in developing sales pipelines, sales materials, develop new pricing and contract renewal strategies and participate in RFPs and commercial negotiations.
Develop strategies to increase cross-selling across subsidiaries for strategic customers to drive incremental sales
Maintain good relationships and regular contact with customers and business partners
Collaborate with cross-functional teams, central, subsidiaries, operations, and finance, to ensure seamless execution of commercial plans
Other ad-hoc duties as assigned
Requirements
Minimum 12 years of relevant experience, of which at least 5 years in a senior commercial or sales leadership role, preferably in a relevant industry
Proven track record of developing and executing successful commercial strategies that drive business growth
Excellent negotiation and contract management skills, with the ability to navigate complex commercial agreements
Strong analytical and problem-solving skills, with the ability to use data to inform decision-making
Exceptional communication and interpersonal skills, with the ability to effectively engage with stakeholders at all levels
Able to work under tight timelines and pressure
Excellent command of written and spoken English and Cantonese. Mandarin would be an advantage
Application Method
We offer a competitive remuneration package and a full range of benefits. Interested parties please send your resume with your current and expected salary to Head of Talent Acquisition & Development, Cathay Subsidiary Services, 11 Catering Road East, Hong Kong International Airport, Lantau, Hong Kong or email to recruitment@cpcs.com.hk on or before 31 May 2024.
If you have any inquiries, please feel free to contact 2450 2988 to Talent Acquisition Team, People Department, Cathay Subsidiary Services.
The personal data collected in this application form will be used by Cathay Subsidiary Services to support recruitment and employment related operations in the subsidiaries of Cathay Pacific Airways Limited, including but not limited to Cathay Pacific Catering Services Limited, Cathay Pacific Services Limited, Hong Kong Airport Services Limited and Vogue Laundry Service Limited (“Company”, “we” or “us”). Applicants not being invited for an interview within eight weeks may be considered their applications unsuccessful. We may retain the personal data of unsuccessful applicants for future recruitment purposes for two years.
We offer a competitive remuneration package and full range of benefit. Interested parties please send your resume and with the application form attached via post, email to our Talent Acquisition Team.
Post: 11 Catering Road East, Hong Kong International Airport, Lantau, Hong Kong
Email: recruitment@cpcs.com.hk
Personal data collected will be treated in the strictest confidence and only be used for recruitment related purpose. Applicants who do not receive notification for interview within six weeks may consider their application unsuccessful. All related information will be kept in our file for up to 24 months.