Role Overview

• The Sales Director will be responsible for leading the hotel’s commercial strategy, driving revenue growth, and positioning the property as a leading destination for corporate events, conferences, workshops, and bespoke experiences. The role requires a visionary leader who understands the luxury market, builds strong B2B partnerships, and drives consistent business from both local and international clients.

This position is based in Nairobi.

Key Responsibilities

• Strategic Leadership & Revenue Growth
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• Develop and execute sales strategies that drive room, events, and conference revenues.
• Lead the B2B sales channel, targeting corporate, MICE, and travel trade markets.
• Design and implement initiatives that position the hotel as a top choice for events, workshops, and high-profile gatherings.
• Analyze market trends, identify growth opportunities, and adapt strategies to maintain competitiveness.
• Set and achieve ambitious revenue and profitability targets.

Client Relationship Management

• Build and nurture relationships with key corporate clients, travel agents, event planners, and DMCs.
• Manage a portfolio of high-value accounts while developing new business partnerships in both local and international markets.
• Ensure exceptional client service throughout the sales cycle, from proposal to post-event engagement.
• Represent the hotel at trade shows, networking events, and industry conferences to increase visibility and brand presence.

Sales Operations & Collaboration

• Work closely with the marketing, reservations, and operations teams to align strategies and maximize conversion.
• Oversee the preparation of proposals, contracts, and sales collateral ensuring brand alignment and accuracy.
• Collaborate with the Revenue and Marketing teams to optimize pricing, promotions, and digital campaigns.
• Provide regular sales performance reports, forecasts, and market intelligence to senior leadership.

Team Leadership & Development

• Support in the recruitment, training, and development of sales team members.
• Lead, mentor, and motivate the sales team to achieve collective and individual goals.
• Foster a performance-driven culture built on collaboration, accountability, and innovation.

Requirements

Qualifications & Experience

• Bachelor’s degree in Business Administration, Hospitality Management, or a related field.
• Minimum of 7 years’ experience in hotel sales, with at least 3 years at Director or Senior Manager level in a 4- or 5-star property.
• Proven success in MICE, corporate, and events sales, with strong market knowledge and existing industry networks.
• Demonstrated ability to deliver against revenue targets and manage diverse market segments.
• Excellent negotiation, communication, and presentation skills.
• Proficiency in CRM systems and MS Office Suite.
• Strategic thinker with strong analytical and reporting skills.
• Experience leading and motivating a high-performing sales team.

Personal Attributes

• Highly driven and results-oriented with a passion for excellence in service delivery.
• Strong business acumen and ability to translate strategy into action.
• Professional presence with the confidence to engage C-suite clients and stakeholders.
• Adaptable, proactive, and resourceful with exceptional attention to detail.
• A natural relationship builder who thrives in a dynamic and refined hospitality environment.