Cargo Account Manager

Role overview

Key responsibilities

• Acquire business and expand Global and Trade customer portfolios.
• Develop commercial strategies, incentive programmes, and customer agreements.
• Manage customer relationships through business reviews and long-term partnerships.
• Monitor account performance, address commercial discrepancies and escalations, and identify revenue opportunities.
• Provide market, competitor, and demand insights for pricing and network decisions.
• Lead adoption of e-booking, digital contracting, CRM tools, dashboards, and automation.
• Promote continuous improvement, change management, and cost-saving initiatives.
• Collaborate with Pricing, Operations, Finance, CRM, and regional commercial teams.
• Support coaching, mentoring, succession planning, and employee engagement.
• Contribute to business continuity and organizational response requirements.

Qualifications and experience

• University degree or tertiary qualification in business, logistics, supply chain, aviation, commerce, or a related discipline.
• 3–5 years in cargo commercial sales.
• MBA or related postgraduate qualification is preferred.
• Additional logistics, supply chain, aviation sales, or commercial management certification or diploma is advantageous.

Knowledge and skills

• Commercial acumen, strategic thinking, and ability to turn market insights into sales plans.
• Customer portfolio management, revenue growth, negotiation, and relationship management capability.
• Analytical skills using data, dashboards, and market intelligence.
• Understanding of cargo products, airfreight operations, customer segments, revenue management, and competitive dynamics.
• Digital awareness and ability to support adoption of tools, systems, and processes.
• Communication, presentation, stakeholder management, and cross-functional collaboration skills.
• Ability to work in a matrix, multicultural, geographically dispersed environment.

Benefits

• Travel privileges on the Cathay Pacific global network.
• Well-being programmes, health and employee assistance benefits, and paid leave.
• Uniform allowance where a uniform is required.
• Compensation and benefits vary by location, scheduled hours, length of employment, and employment status.