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Sales Manager

Looking for a hospitality Sales Manager


Client Overview

Our client is establishing a second hotel in Nairobi, after having opened the first in 2013 outside Nairobi as a mid-range business hotel for intra-Kenyan travelers they are now bringing the brand into the heart of Nairobi. The brand is a melting pot of cultures, environments, tastes, nationalities and adventures.  It has a social, informal, playful core, but does not seek to impose these in a linear manner throughout the hotel.  It’s a hotel that surprises, enchants, intrigues and energises in equal measure. The brand is defined on four key Organisational characteristics that will need to be evident in all who join the company; one MUST be Incisive, Down- to- earth, Sparkling and Adaptable. Overall scope is to create and maintain an effective ‘Sales Machine’ from the ground up i.e. this role is not just about running an effective sales operation, but creating it, to give the hotel the best chance of meeting the revenue targets agreed with the General Manager

Key Responsibilities: –

  • In terms of both ‘designing’ and ‘managing’ the sales operation this needs to cover
  • Setting goals that are SMART (Specific, Measurable, Attainable, Relevant and Time-bound)
  • Identifying priority target customers (corporates, SME’s, embassies, NGO’s etc.). This will be an ongoing, proactive process of market research to ensure that new potential clients are identified
  • Creating and continuously developing a sales database of targets and existing customers, providing clarity on current situation (made contact, interest expressed, further information required, ‘offers’ made etc.) with required follow-up actions, dates and responsibilities
  • Identifying key sales strategies for different customer types (e.g. personal meetings, on-site events, attendance at regional conferences etc.)
  • Working with the General Manager on pricing strategies, not just in terms of room rates and, for example, numbers of room nights guaranteed at certain rates and room upgrades, but also pricing that might include other elements of the hotel’s offering, such as F&B, meeting facilities, co-working space etc.
  • Identifying ideal and recruiting sales support positions to create an effective sales team
  • Identifying required sales support communications materials and developing such materials with the assistance of the Marketing & Events Manager
  • Closing the sale: having the ability to go from ‘interest expressed’ to client conversion, often involving personal contact and follow-up with the targets
  • Working closely with BW Premier – the hotel’s distribution / marketing partner to coordinate pricing and sales strategies
  • Creating and nurturing strong relationships with travel agents, and developing sales strategies that are mutually reinforcing between direct and non-direct sales
  • Being the prime contact point with and manager of relationships with OTA’s to create as integrated a sales process as possible
  • Post-sales follow-up: as the person most involved in getting individuals and companies to commit to contracts with the hotel, personal follow-up is also required to ensure the customer is satisfied with the hotel’s delivery versus expectations. To work with other Senior Team members to resolve any issues or complaints. Generally, to manage ongoing client relationships to ensure repeat business
  • The Sales Manager will be responsible for all the above related to ‘fixed’ spaces, such as guest rooms, meeting rooms and co-working space, but will also support the Sales & Events Manager in selling ‘tactical events’, such as concerts, F&B festivals, TED talks etc

Qualification: –

  • Ideally 10 years’ experience in a creative sales environment
  • Preferably some hotel sales experience
  • Preferably some experience with ‘selling’ to our desired customer targets (i.e. Creative Achievers)
  • Evidence of creative approaches to sales challenges
  • Evidence of effective management and team-building
  • Evidence of successful outcomes versus goals