Global Commercial and Institutional Account Manager

About the role

The Global Commercial and Institutional Account Manager will shape the growth of Cathay’s worldwide corporate and institutional accounts. Reporting to the Global Commercial & Institutional Sales Manager, you will develop account strategies, drive revenue performance and lead commercial negotiations across the airline’s network.

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 under‑performance.
• Lead RFP responses, bid submissions, contract negotiations and renewals while ensuring commercially sustainable terms.
• Create global account strategies aligned with company objectives, client needs and market trends, identifying new business opportunities.
• Coordinate with regional teams, local stations and Travel Management Companies to align service delivery and revenue initiatives.
• Partner with marketing, product, revenue management and operations teams to maintain service quality and resolve account issues promptly.

Required profile

• 5–7 years of commercial or airline sales experience, including at least 3 years in people management.
• Bachelor’s degree, preferably in Business, Marketing or a related discipline.
• Strong analytical, strategic‑thinking and commercial skills with a results‑oriented mindset.
• Excellent communication and stakeholder‑management abilities, able to influence clients and internal teams.
• Proficiency in written and spoken English; additional language skills are a plus.

Required skills

• Salesforce
• PRISM
• Qlik Sense