Cathay is a leading premium travel lifestyle brand based in Hong Kong, offering products and services across four lines of business – Premium Travel, Cargo, Low-Cost Travel and Lifestyle. The Cathay Group comprises premium full-service airline Cathay Pacific, cargo business Cathay Cargo, low-cost airline HK Express, express all-cargo carrier Air Hong Kong, and various other subsidiaries.

Cathay Pacific was founded in Hong Kong in 1946. The Group has been deeply committed to its home base, extending to the rest of Greater Bay Area, and making substantial investments to develop Hong Kong as one of the world’s leading international aviation centres.

The Sales Enablement & Excellence Executive is a vital regional function with the key goals of increasing conversion by improving buyer engagements, driving organizational alignment, increasing sales pipeline acceleration and improving the overall efficiency and effectiveness of the regional Cathay salesforce in collaboration with Global Sales Excellence. This role will act as an integrating link between various sales and spaneting areas and global teams, including sales operations, spaneting and the Cathay Academy. This position is responsible for leading the Sales Enablement initiatives for all sales roles (Account Managers) to increase the sales productivity and support the sales force transformation. They need to have a passion for the sales profession and be a customer-centric and results-driven leader who is skilful in collaborating with various stakeholders to drive a positive outcome

Sales Productivity

• Conduct an analysis of the current state of sales productivity in conjunction with Regional Head of Sales Excellence
• Establish the regional metrics and objectives for sales enablement and make recommendations for increasing sales productivity together with Global Sales Strategy and Enablement
• Map Cathay’s regional sales process with our customers buying process to understand and enhance what skills, knowledge, process and tools are required by our sales force to increase velocity and conversion rates at each stage in those processes and align with global viewpoint by collaborating with Global Sales Strategy and Enablement
• Drive, in a measurable way, significant sales productivity increases for the regional Cathay sales roles.
• Supporting sales where necessary.

Sales Enablement - General

• Conduct a regional analysis of current skills, knowledge and processes to work with the sales leadership team to identify strengths and areas for development. Develop and manage the 12-18 month regional Sales Enablement roadmap together with Global Sales Strategy and Enablement.

Sales Enablement – Team effectiveness

• Implement the development, delivery and training of effective SOPs for all Cathay Pacific’s sales roles in tight collaboration with sales leadership, sales operations & process, the Cathay Academy (CXA) and spaneting and Regional Sales Strategy and Enablement
• Create and update regional SOPs based on seller feedback and shifting spanet demands together with Regional Sales Strategy and Enablement
• Be the lead ‘coach’ - help create a regional development program aligned with the Commercial Academy for frontline managers to ensure they have the skills, knowledge, processes and tools required to lead their sales teams effectively.
• Roll out a comprehensive on-boarding program through direct and third-party resources in tight collaboration with CXA.
• Partner with sales leadership, CXA and Regional Sales Strategy and Enablement to establish a regional sales competency and assessment framework to ensure that the needs of salespeople, and their managers, are met.
• Support the regional adoption of Salesforce by developing KPIs and customized reporting to embed sales processes within SFA
• Generate regional insights on key sales performance metrics in partnership with Global Sales Strategy and Enablement
• Develop and evolve regional dashboards, KPIs, and operational reports for the Regional Head of Customer Travel and Lifestyle and other commercial leaders.

Sales Enablement - Technology

• Utilize and leverage sales technology tools for reporting and benchspaning.
• Participate in the global selection and implementation/deployment of technologies to be used by the sale-force to increase efficiency and effectiveness by partnering with Global Sales Strategy and Enablement

• A passion for the profession of sales.
• Minimum of three years of relevant sales experience
• Direct Sales Management experience and proven track record required
• Experience creating and implementing successful sales process/methodology/ sales playbook initiatives.
• Experience building effective field sales on-boarding and sales training programs.
• Ability to create and track metrics which demonstrate constant increases in sales productivity.
• Ability to break down complex problems in a simplified way.
• Creative thinking and ability to innovate.
• Ability to work cross-functionally and in a complex matrix for the greater good of the company.
• Sound understanding of Cathay organisation, its structure and processes
• Good understanding of business development and sales tools including Salesforce & enablement platforms
• High EQ with the agility to perform in fluid and challenging situations within a fast-paced environment with competing deadline

Additional Requirements

• Must have the right to live and work in Canada
• Must successfully pass reference checks
• Must be willing and able to sit for long periods of time
• Must be willing to attend calls with Hong Kong colleagues after normal business hours, as required
• Must be willing and able to travel within North America and overseas, if required

Cathay Pacific Airways is proud to offer eligible employees competitive Compensation & Benefits package, as varied by location, regularly scheduled hours worked, length of employment and employment status as highlighted below.

• Travel Privileges on Cathay Pacific Airways Global Network
• Extensive well-being programs including health, dental, vision and employee assistance program benefits to help you stay well. 
• Paid Holiday & Vacation
• To learn more about Cathay Pacific as a Certified Great Place Employer – Please Click Here’

Cathay Pacific Airways Limited is committed to employment equity, supports diversity in the workplace and encourages application from all qualified individuals including women, members of visible minorities, Aboriginal peoples and persons with disabilities. Personal data provided by job applicants will be used strictly in accordance with our personal data policy and for recruitment purposes only. A copy of our Personal Information Collection Statement will be provided upon request by contacting our Data Protection Officer.

If you require assistance or an accommodation in completing any aspect of the application process, please contact the Cathay Americas Recruiting team at: jobscathaypacific.com.