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Customer and Commercial - Manager, Commercial / Business Development

January 23, 2024

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 ('CCT'), Cathay Pacific Catering Services (H.K.) Limited (‘CPCS’), Hong Kong Airport Services Limited (‘HAS’) and Vogue Laundry Service Limited (‘VLS’).


Manager, Commercial / Business Development oversees both 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

  • Actively explore and solicit business opportunities to optimize business performance.

  • Be responsible for overall and assigned sales, contribution and renewal KPIs

  • Develop medium- and long-term commercial strategies having identified potential business opportunities and analyze the commercial implications.

  • Act as the contact point for business enquiries from existing and potential customers.

  • Responsible for the commercial activities for CCT & HAS, and account management coordination activities.

  • Identify customers’ needs, develop plans, and follow through with various internal departments to provide excellent products and services to our customers.

  • Prepare business proposals and quotations in responding to RFQ, RFI and RFP or other business enquiries as required.

  • Participate in commercial negotiations – i.e., contract pricing, incentives, service terms and conditions.

  • Work with Commercial Excellence Team to develop customer pricing and contract strategies.

  • Maintain good relationships with customers and commercial related business partners to ensure effective communications.

  • Provide sales forecasting and business intelligence to formulate market insights.

  • Identify and share customer needs with the Commercial Team for long-term planning and product development.

  • Attend industry events and networking groups to build relationships with key prospects.

  • Handle customer enquiries and manage the relationships with internal and external stakeholders to ensure high customer satisfaction.

  • Provides training and coach direct reports and subordinates.

  • Perform any projects or ad-hoc duties as assigned by the Management.

Requirements

  • Degree holder in business administration or other related disciplines.

  • Minimum 8 years’ relevant experience in commercial, business development and/or customer services fields, including 3 years at supervisory level. Experience in marketing and sales is preferable.

  • Candidates with experience and network in aviation industry (such as Catering, Laundry) have a definite advantage.

  • Experience in contract review and commercial negotiation.

  • Good business senses, commercial awareness, planning skills.

  • Strong in negotiation, influencing, interpersonal and presentation skills.

  • Work independently, self-motivated, proactive, energetic and customer oriented.

  • Outgoing and willing to learn and take initiative.

  • Excellent command of written and spoken English and Cantonese. Mandarin would be an advantage.

  • Proficiency in MS Word, Excel, PowerPoint, and Chinese word processing.

We offer a competitive remuneration package and a full range of benefits. To all interested applicants, please indicate the applied position on your resume and submit your application through one of the following channels:


1. In-person or by mail: Cathay Subsidiary Services - Talent Acquisition Team, People Department, Cathay Pacific Catering Services (HK) Limited, 11 Catering Road East, Hong Kong International Airport, Lantau, Hong Kong, China.


2. Email submission: Submit your application via email to recruitment@cpcs.com.hk.


3. Fax submission: Submit your application via fax to 2116 0523.


If you have any inquiries, please feel free to contact 2450 2103/ 2450 2031 to Talent Acquisition Team, People Department.


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 six weeks may be considered their applications unsuccessful. We may retain the personal data of unsuccessful applicants for future recruitment purposes for two years.

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