DIRECTOR OF SALES & MARKETING

Leads the hotel’s commercial sales and marketing strategy, driving room, conference, banquet, corporate and leisure revenue while building market visibility and managing the sales, events, marketing and revenue functions.

Department

Sales, Marketing & Events

Reports To

General Manager

Experience Target

5–8 years

Salary Target

KES 180,000 per month

Employment Level

Leadership / HOD

JOB PURPOSE

Leads the hotel’s commercial sales and marketing strategy, driving room, conference, banquet, corporate and leisure revenue while building market visibility and managing the sales, events, marketing and revenue functions.

KEY RESPONSIBILITIES

• Develop and execute the annual sales and marketing plan aligned with hotel revenue and occupancy targets.
• Lead corporate, conference, events, leisure, travel trade and group-sales strategies.
• Direct Conference & Events Sales Managers, Corporate/Leisure Sales Executives, Marketing/PR Executive and Revenue Manager.
• Build and manage key corporate accounts, agencies, conference organisers and strategic partnerships.
• Drive utilisation and revenue from the hotel’s 16 conference/banquet halls through proactive pipeline development.
• Set sales targets, account plans, activity standards and conversion expectations for the commercial team.
• Work with the Revenue Manager and Front Office on pricing, demand forecasts, room inventory and market-segment strategy.
• Coordinate with F&B and Operations on conference packages, banquet pricing, event execution and client requirements.
• Oversee brand positioning, digital marketing, social media, PR, promotions and marketing collateral.
• Monitor competitor activity, market trends, lead sources, conversion, production by account and campaign performance.
• Prepare sales forecasts, budgets, monthly commercial reports and revenue-action plans.
• Ensure accurate contracts, credit terms, client handovers and follow-up on receivables in coordination with Finance.

MINIMUM REQUIREMENTS

• Bachelor’s degree in Sales, Marketing, Hospitality, Business Administration or related field.
• 5–8 years of hotel sales/marketing experience with meaningful management responsibility.
• Demonstrated success in corporate sales, conferences/events, account management and revenue growth.
• Strong commercial negotiation, presentation, networking, forecasting and team-leadership skills.
• Knowledge of hotel revenue management, digital marketing, CRM/sales systems and market segmentation.
• Experience in a conference-heavy/full-service hotel environment is strongly preferred.

KEY PERFORMANCE INDICATORS

• Room and conference revenue vs target
• Sales pipeline and conversion rate
• Corporate/account production
• Conference hall utilisation
• Market-segment and occupancy growth
• Marketing campaign ROI and lead gen