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Airline Partnership and Tariffs Manager

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Date: 15-Jun-2017

Location: Hong Kong 

Reports to : Head of Airline Partnerships

This position takes the lead on formulating the strategy for cooperation initiatives including partnerships with interlines - from bilateral partnerships to code-sharing and joint ventures. The job holder will negotiate and formulate the framework to ensure the best outcomes for Cathay Pacific. He/she will regularly review and oversee the implementation and performance of relationships. In addition, this role is responsible for passenger tariffs and monitors changes and trends in this area. He/she will manage the Cathay Pacific baggage policy, tariff collections and all tariff/pricing issues.

Key responsibilities and tasks:

  • Conduct analysis and formulate strategy for new cooperation initiatives to maximise revenue and benefits for the Cathay Pacific Group.
  • Responsible for the overall partnership with interlines from normal bilateral partnerships to code-sharing and joint ventures.
  • Negotiate and formulate the cooperation framework with external partners to ensure Cathay Pacific’s interest is being presented. Liaise with interline counterparts and internal departments to ensure a smooth implementation.
  • Manage other commercial relationships including frequent flyer programmes, ground handling and airport operations as part of the interline cooperation plan and strategy. 
  • Conduct reviews on key bilateral cooperation on a regular basis, to ensure benefits are being delivered and put forward recommendations for future improvements. 
  • Oversee the implementation of codeshare and joint venture relationships, preparing the necessary agreement and procedure manuals. Ensure clear communications to ports, sales teams and other relevant departments to work on codeshares.
  • Oversee industry changes in passenger tariffs through IATA resolutions and industry practices.
  • Manage the Cathay Pacific baggage policy, tariff collections and all tariff/pricing related issues.
  • Coach, supervise and empower subordinates to attain the highest desired level of job knowledge and skills. Formulate succession planning to ensure continuity is achieved.
  • Cultivate teamwork within and between sections and departments.


  • Minimum 7 years’ relevant working experience including 2 years’ experience in managing teams
  • Airline experience is a must. Ideally in revenue, ticketing or special rates
  • Commercially minded
  • Ability to make insight-led decisions and to see things from external perspectives
  • Highly analytical
  • Excellent negotiation skills
  • Strong communication and relationship-building skills
  • Fluent in English. Fluency in Cantonese or Mandarin is an advantage


  • Setting Direction
  • Leading and Engaging Teams
  • Driving Business Performance and Change
  • Developing and Recognising Others

Application deadline : 30 June 2017

Cathay Pacific is an Equal Opportunities Employer. Personal data provided by job applicants will be used strictly in accordance with our personal data policy and for recruitment purposes only. Candidates not notified within eight weeks may consider their application unsuccessful. All related information will be kept in our file for up to 24 months. A copy of our Personal Information Collection Statement will be provided upon request by contacting our Data Protection Officer.


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