Head of Business Development & Growth

Role Overview

The Head of Business Development & Growth will steer commercial performance for a real estate and property management business, overseeing customer acquisition, revenue management, analytics, and strategic partnerships. The role combines hands-on pipeline oversight with longer-term planning to grow the managed property portfolio, improve occupancy and conversion, and build sustainable sources of revenue.

Key Responsibilities

• Build annual and quarterly growth plans, translating business priorities and budgets into measurable commercial targets.
• Manage the sales pipeline from lead generation to contract close and retention; review progress, identify gaps, and prepare forecasts and performance updates for the CEO.
• Set marketing direction across brand, digital presence, SEO, and customer acquisition campaigns, assessing results by lead quality, conversion, cost per acquisition, bookings, and listing growth.
• Track property-level revenue, occupancy, average daily rate, revenue per available room, and distribution performance; adjust pricing in response to demand, seasonality, and competitor activity.
• Assess booking patterns, promotions, and portfolio returns, and develop recovery plans for properties that are underperforming.
• Build commercial relationships with corporate clients, NGOs, relocation providers, brokers, developers, and property owners to secure listings and partnerships.
• Lead expansion initiatives, partner presentations, commercial negotiations, contract closure, and onboarding across new locations or property segments.
• Strengthen repeat business and renewals through retention initiatives, client feedback, and lost-deal analysis, while aligning marketing, sales, and account management around shared targets.

Requirements & Qualifications

• Bachelor’s degree in Business, Marketing, Sales, Commerce, Hospitality, Real Estate, or a related discipline.
• At least eight years of professional experience, including three to four years in a marketing, media, advertising, or digital agency setting.
• Evidence of success in acquiring clients, managing sales pipelines, developing strategic partnerships, and increasing revenue.
• Practical experience tracking commercial KPIs, revenue data, pipeline performance, and operating budgets.
• Experience leading teams across functions, with the ability to coordinate marketing, sales, analytics, and account management.
• Strong negotiation, pitching, and contract-closing skills.
• Sound knowledge of digital marketing, SEO, and performance-based customer acquisition.

What We Offer / Why Join

This is a full-time, on-site leadership role based in Westlands, Nairobi, with responsibility for shaping growth across marketing, revenue, partnerships, and property portfolio development. The stated net monthly remuneration range is KSh 150,000–200,000.