About the role
Global Commercial and Institutional Account Manager
Cathay Pacific
Sales & Distribution
Sales and Distribution Department
Permanent
Hong Kong SAR (China)
Application deadline: 02 Oct 2026 Role Introduction
Reports to: Global Commercial & Institutional Sales Manager
Shape the growth of Cathay’s global commercial and institutional accounts by developing account strategies, driving revenue performance and leading commercial negotiations across our network.
You will build trusted client relationships, coordinate with regional teams and use Salesforce, PRISM and Qlik Sense to track performance, identify opportunities and address revenue risks. Working across marketing, product, revenue management and operations, you will help deliver consistent service and commercially sustainable partnerships.
Your work will strengthen relationships that connect organisations and their people with opportunities around the world. Key Responsibilities
Manage and grow a portfolio of global corporate accounts in line with revenue targets and strategic goals
Develop account plans, set targets, monitor performance and address revenue risks or underperformance
Build trusted relationships with global clients and serve as the key contact for strategic discussions and escalations
Lead Request for Proposal responses, bid submissions, contract negotiations and renewals while ensuring commercially sustainable terms
Assess account potential, cost of sale and return on investment to support sound commercial decisions and yield-positive incentive structures
Create global account strategies aligned with company objectives, client needs and market trends, identifying new business and revenue opportunities
Coordinate with regional teams, local stations and Travel Management Companies to align service delivery, Standard Operating Procedures and revenue initiatives
Partner with marketing, product, revenue management and operations teams to maintain service quality and resolve account issues promptly
Identify Meetings, Incentives, Conferences and Exhibitions sales leads, support global corporate sales projects and represent the airline at industry and client events
Respond to client and interna…
