We are seeking a commercially aggressive and performance-driven Business Development Manager – Hospitality Sales, based in Nairobi, with a mandate extending countrywide.

This is a full revenue ownership role. The successful candidate will be accountable for driving new business acquisition, expanding existing accounts, and delivering measurable revenue
growth across corporate, group, conference (MICE), leisure, NGO, and institutional segments.

This position requires a proactive deal-closer who thrives in competitive markets, maintains a high-quality pipeline, and takes full responsibility for achieving and exceeding revenue targets.

1. Revenue Ownership & Target Delivery

• Own and deliver against monthly, quarterly, and annual revenue targets.
• Build, manage, and sustain a strong, high-quality sales pipeline with consistent deal progression.
• Drive occupancy, ADR, and total revenue growth through strategic account acquisition and expansion.
• Lead negotiations and close high-value corporate, group, conference, and long-stay contracts.
• Maintain forecast accuracy and revenue predictability through disciplined pipeline management.

2. New Business Acquisition

• Actively prospect, qualify, and convert new corporate, travel trade, MICE, NGO, and institutional clients.
• Conduct structured market mapping to identify high-potential accounts regionally and nationally.
• Develop compelling proposals, rate structures, and commercial packages to win competitive bids.
• Ensure consistent top-of-funnel activity to prevent pipeline stagnation.
• Establish and grow strategic partnerships with event planners, tour operators, and corporate travel managers.

3. Account Expansion & Retention

• Grow revenue from existing accounts through upselling, cross-selling, and multi-year agreements.
• Conduct structured account performance reviews to identify incremental revenue opportunities.
• Strengthen client relationships through consultative, value-driven engagement.
• Ensure high retention rates through consistent follow-up and measurable service value delivery.

4. Strategic Market Positioning

• Monitor competitor pricing, positioning, and promotional activity.
• Identify emerging market trends and recommend tactical commercial responses.
• Provide strategic input into pricing strategy, segmentation, and market penetration plans.
• Represent the hotel at trade fairs, networking forums, corporate activations, and industry events.
• Position the property as the preferred hospitality partner within the region and key feeder markets.

5. Operational Alignment (Mandatory)

• Collaborate closely with hotel operations and finance teams to ensure seamless execution of sold business.
• Align group bookings, conferences, and special client requirements with operational capacity.
• Participate in forecasting, budgeting, and revenue planning sessions.
• Ensure commercial commitments are operationally deliverable and financially profitable.
• Take ownership of post-event/client feedback loops to drive continuous service improvement.

6. Performance Tracking & Reporting

• Track conversion rates, pipeline velocity, average deal size, ADR contribution, and overall revenue performance.
• Submit structured weekly and monthly reports detailing activity levels, deal movement, and forecast accuracy.
• Maintain accurate CRM records and performance metrics.
  
• Provide data-driven recommendations to improve sales efficiency, conversion rates, and win ratios.

Key Performance Indicators (KPIs)

• Revenue achievement (% vs target)
  
• Pipeline value and conversion rate
  
• New accounts acquired
  
• Account retention and revenue growth rate
  
• Forecast accuracy
  
• Contribution to occupancy and ADR growth
  

Ideal Candidate Profile

• Proven track record of consistently meeting or exceeding sales targets within hospitality or a related sector.
• Demonstrated success in new business acquisition and account expansion.
• Strong negotiation, objection-handling, and closing capability.
• Commercially astute with the ability to interpret financial and market data.
• Highly self-motivated, disciplined, and comfortable operating under performance pressure.
• Strong cross-functional collaboration skills, particularly with operations and finance teams.
• Excellent communication and presentation skills.
  
• Willingness to travel as required.
  

Why This Role Matters

This role is central to the property’s commercial success. The Business Development Manager will directly influence revenue growth, market positioning, occupancy performance, and long-term client partnerships.