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Customer and Commercial – Head of Aviation

February 21, 2023

Customer & Commercial, Shared Services provides services to Cathay Pacific Airways Limited and its subsidiaries (the ‘Company’), including but not limited to Cathay Pacific Catering Services (H.K.) Limited (‘CPCS’), Cathay Pacific Services Limited (‘CPSL’), Hong Kong Airport Services Limited (‘HAS’) and Vogue Laundry Service Limited (‘VLS’).


  • Primary oversight of aviation account management and sales management

  • Achieve subsidiaries’ aviation sales targets (both current account growth and new sales)

  • Responsible for working with GM Customer and Commercial to: Set aviation sales targets & Set aviation sales plans to deliver targets (forecasting, budgeting, focus, etc.)

  • Develop short-, medium- and long-term commercial strategy with management with the goal to maximise third party business contributions

  • Develop strategies to drive future business via active engagement with customers, industry stakeholders and subsidiaries

  • Responsible for aviation sales and account management coordination and activities

  • Responsible for developing capability needs of customer and commercial teams and instigating appropriate capability development activities including sales and customer account management training.

  • Identify and evaluate new market opportunities and ways to expand new business in alignment with subsidiaries’ aviation sector strategy

  • Participate in commercial negotiations – i.e. pricing, incentives, service terms and conditions – to ensure customers do not go to competitive tenders

  • Maintain good relationship with customers and commercial related business partners

  • Identify and devise strategies to increase cross-selling across all four subsidiaries for existing customers

  • Provide sales forecasting for existing accounts

  • Work with Market Insights team to exercise business intelligence to analyse competitive market and transform data into actionable insights

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

  • Provide and share customer needs to Subsidiary Commercial Team for long-term planning and product development

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


  • Degree holder or above in business administration or related disciplines

  • Minimum 10 years' relevant experience in commercial and/or business development fields, including 3 years at managerial level

  • Candidates with experience and network in aviation industry (cargo, ground handling, catering and/or laungry) have a definite advantage

  • People-oriented leader with strategic thinking and strong entrepreneurship skills

  • Strong business senses, commercial awareness, and planning and organisation skills

  • Strong in negotiation, influencing, interpersonal and presentation skills

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

  • Outgoing and willingness to learn and take initiative

  • Able to work under tight timelines and pressure

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

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 Head of People.

Post: 11 Catering Road East, Hong Kong International Airport, Lantau, Hong Kong

Fax﹕(852) 2116 0523


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.

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