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


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.