Head of Hospitality Sales

Superior Homes Kenya PLC is a real estate developer known for pioneering the open-plan gated community concept in East Africa, which promotes sustainable living. Their developments include Greenpark Estate in Athi River, Pazuri at Vipingo, and Lake Elementaita Mountain Lodge.

The Head of Hospitality Sales will be responsible for significantly boosting revenue, occupancy rates, and client acquisition across all hospitality facilities. This involves formulating and executing the sales strategy, expanding key accounts, identifying new business opportunities, and forging strategic partnerships. The role requires close collaboration with the General Manager, Revenue, Reservations, Marketing, and Operations teams to ensure maximum commercial performance and achievement of business objectives.

1. Develop and implement a comprehensive hospitality sales strategy aligned with business objectives, budgets, revenue targets, and commercial priorities.
2. Create and execute annual, quarterly, and monthly sales plans with clear revenue goals, priorities, and measurable key performance indicators.
3. Drive revenue growth across various hospitality streams, including accommodation, MICE (Meetings, Incentives, Conferences, Exhibitions), events, food and beverage, and group bookings.
4. Identify and cultivate new markets, customer segments, business opportunities, and strategic partnerships to enhance market share and profitability.
5. Build and maintain a robust sales pipeline encompassing corporate, institutional, leisure, group, MICE, travel agency, and tour operator business.
6. Manage key corporate, institutional, agency, and strategic accounts to secure repeat business, referrals, renewals, and foster long-term relationships.
7. Lead negotiations for corporate rates, group bookings, packages, and commercial agreements, adhering to company guidelines.
8. Oversee the entire sales pipeline process, from prospecting and inquiries to proposals, follow-up, negotiation, conversion, and confirmed business.
9. Lead, coach, and develop the hospitality sales team by setting targets, monitoring performance, conducting pipeline reviews, and promoting accountability.
10. Collaborate closely with the Marketing department to align sales priorities with campaigns, promotions, packages, events, and lead-generation initiatives.
11. Work with Reservations, Front Office, Food and Beverage, Operations, and other departments to ensure client requirements and confirmed business are delivered effectively.
12. Monitor market trends, competitor activities, customer preferences, and industry developments to identify commercial opportunities and strengthen the property’s competitive position.
13. Support revenue optimization through effective pricing strategies, packages, promotions, market segmentation, and other commercial initiatives.
14. Represent the hospitality facilities at client meetings, site inspections, trade shows, networking events, exhibitions, industry forums, and other business development activities.
15. Prepare regular sales and commercial reports, analyze pipeline, conversion, occupancy, and revenue performance, and provide management with actionable recommendations for improving overall commercial results.

1. Hold a Diploma or Bachelor’s Degree in Sales, Marketing, Hospitality Management, Business Administration, or a related field.
2. Possess at least 5 years of relevant experience in hospitality sales, business development, or a commercial role, preferably within a hotel, lodge, resort, or hospitality group.
3. Demonstrate a proven track record of achieving sales and revenue targets, developing new business, and managing key corporate, institutional, and agency accounts.
4. Have strong experience in hospitality sales, including accommodation, MICE, conferences, events, food and beverage, partnerships, and account management, with prior experience leading and developing a sales team.
5. Exhibit strong commercial, analytical, and financial awareness, with proficiency in CRM systems, sales pipeline management, reporting, and utilizing market data to drive business growth.