Sales Account Manager

Role Overview

This is a field-and-office sales role focused on driving revenue from a defined portfolio of corporate and transient accounts, while actively hunting for new business opportunities within an assigned territory. You will serve as the hotel’s primary commercial link for existing clients, protecting market share against competitor properties and converting leads into confirmed room nights, meetings, and events. Your daily work directly impacts the hotel’s top-line performance and supports the larger strategic goals set by the sales leadership team.

Key Responsibilities

• Own and grow a designated account base, negotiating rates, maximizing revenue per account, and consistently meeting or exceeding personal sales targets.
• Proactively identify and approach prospective clients in your territory, using leads, networking, and market intelligence to expand the hotel’s customer portfolio.
• Host prospective and existing clients for site visits, showcasing the property’s facilities and tailoring presentations to each client’s specific needs.
• Track all tentative bookings within your assigned markets, following up methodically to convert them into confirmed business before competitors can close the deal.
• Maintain a current, detailed understanding of competitor hotels, including their pricing, capacity, service strengths, and selling tactics, and use this insight to position your property advantageously.
• Develop expert-level knowledge of all hotel services, room categories, meeting spaces, rates, and operational facts to answer client queries confidently and accurately.
• Manage annual rate negotiations with precision, applying SMART contracting principles to balance occupancy, average rate, and yield outcomes.
• Represent the hotel at trade exhibitions, industry workshops, and sales blitzes, ensuring strong visibility for the property within the assigned market.
• Support the Director of Sales in shaping the annual sales action plan and budget, supplying production forecasts, account performance stats, and actionable territory insights.
• Keep sales activities within approved cost boundaries, and log all client interactions, contracts, and contact data consistently in the property’s CRM (OPERA) system.
• Actively cross-sell other hotels within the same luxury group whenever client needs extend beyond this property.
• Follow the company’s sales vision, along with all internal policies covering employee conduct, fire safety, hygiene, and health standards.

Requirements & Qualifications

• Kenyan citizenship (or valid local work authorization) is required for this role.
• A university degree or higher diploma in business, hospitality management, sales, marketing, or a closely related field.
• At least two years of direct sales experience in a similar account management or business development role, ideally within a four- or five-star hotel environment.
• Proven ability to work effectively in a multinational, cross-cultural workplace, with strong interpersonal and communication skills in English (additional languages are advantageous).
• Solid computer literacy, including proficiency with sales management software, spreadsheets, and CRM systems such as OPERA or comparable tools.
• A self-driven, target-oriented mindset with consistent follow-through on leads, bookings, and administrative duties.