Director of Sales and Marketing at

3 weeks ago

Nairobi, Nairobi Area, Kenya Fairmont Hotels & Resorts Full time

The Fairmont Norfolk is a historic hotel in Nairobi, Kenya and is owned by the luxury hotel chain, Fairmont Hotels and Resorts.

The hotel has 170 rooms, 4 restaurants, and consists of 5 main blocks, each ranging from 1 to 2 stories high.

The hotel has a signature Tudor style of architecture that has been maintained since its original construction.
Summary


We are looking to grow our team and engage a highly motivated and passionate Director of Sales and Marketing who will work closely with the team to drive results and deliver on hotels strategy.

This position will be based in Nairobi, Kenya.


The Director of Sales and Marketing will work closely with the Director of Revenue in expanding market share as well as increase and drive revenue growth.

Reporting directly to the General Manager, this role is crucial for shaping and executing a robust sales strategy that aligns with the overall business objectives.

The ideal candidate will possess extensive experience in sales and hospitality management, with a proven track record of delivering results in a competitive market.


In this role, the Director will oversee a sales team of five professionals specializing in MICE, FIT, Groups, and Leisure markets with a focus on the USA, Africa, India, Europe, the Middle East, and Asia markets.

The Director will work closely with the team to identify and capitalize on business growth opportunities, maintain strong client relationships, and stay ahead of industry trends.

Additionally, the Director will be responsible for forecasting sales, setting performance targets, and ensuring the team's efforts are strategically aligned.


Beyond sales, the Director will also lead a marketing team of four professionals, providing guidance and ensuring that marketing initiatives are effectively executed.

Collaboration with the Revenue team will be essential in developing and refining pricing strategies that meet the business's needs while remaining competitive on a global scale.

The Director will work to ensure that all sales and marketing efforts are integrated into a cohesive strategy that supports the hotel's overall business objectives.


The successful candidate will have a strong leadership presence, with the ability to inspire and manage a diverse team of sales and marketing professionals.

A deep understanding of the luxury brand market and the ability to drive revenue growth will be critical in enhancing the hotel's reputation and market position.


Ultimately, the Director of Sales and Marketing will play a pivotal role in maximizing revenue per available room (REVPAR) and growing the hotel's market share.

This role offers the opportunity to make a significant impact on the business's success and requires a candidate who is both strategic and results-oriented
As part of your role you will be accountable for:

Steer the achievement of the rooms and catering sales budget
Support the leadership in the development of sales and marketing plan and budget presentation

Develop and implement effective sales strategies for all verticals MICE and Leisure including individuals, families, and groups, in alignment with the hotel's overall sales objectives.

Support team to create and build and maintain strong relationships with key industry partners in travel and business for both luxury and corporate and the individual, family and group travelers.

Establish strategy to grow and generate business opportunities and increase market share with key industry partners.

Carry out extensive market research to analyses the preferences and needs of the market and establish strategies to ensure the hotel reach is achieved in both local and international markets.

Proactively engage with existing and prospective clients, including conducting site visits, participating in trade shows, and hosting familiarization trips, to showcase the hotel's unique offerings and amenities.

Lead sales team to build an extensive network of contacts, building relationships to drive high yield business from all market segments into the hotel.

Plan and attend trade exhibitions, collection reviews, road shows and sales trips to maximize the brand coverage Fairmont Mount Kenya Safari Club optimizing the ROI of short, medium and long term business for the hotel
Work in partnership with revenue team to drive distribution through local partners, responding to market trends and consumer demand
Work with operations to ensure service delivery meets required standards across partnership agreements
Work closely with marketing team to ensure the brand deliverables and hotel marketing strategies are met
Steer the formation of the annual department budget, monitor departmental performance and report rationale for all variances of actual revenues achieved versus budget and recommending and implementing appropriate actions

Prepare and present and coach sales team on how present persuasive sales proposals, contracts, and presentations to clients, addressing their specific requirements and promoting the hotel's value proposition.

Coordinate with various departments within the hotel, such as reservations, operations, and events, to ensure seamless execution and exceptional guest experiences.

Support strategic department planning and development
Coach, mentor and develop sales team to ensure they are well supported and empowered to perform in their roles
Act as a brand ambassador, representing the hotel by maintaining constant contact with stakeholders, including clients, guests, key industry partners, and steer the regional account management for luxury partnerships agreement: examples (AMEX, FHR, Virtuoso, Traveler Made etc.

Requirements
Qualifications and Experience

Master's degree in hospitality management, focus on Sales and Business development

Proven track record of a minimum of five (5) years in luxury hotel sales, with a demonstrated ability to achieve and exceed management's expectations.

(International exposure most welcome)
Take on tasks in addition of the ones stated, with a positive can do mindset
Be a brand ambassador at all times, ensure brand integrity and clarity are maintained
Model the company's culture, vision, mission and core values at all times
Maintain positive relationships with all guests, vendors, colleagues and clients within travel networks
At all times, represent Fairmont in Kenya in a professional, courteous and efficient manner
Excellent communication, negotiation, and interpersonal skills to effectively engage with clients and build long-term relationships.
Good presentation and proposal development skills to showcase the hotel's unique offerings and value proposition.
Proficiency in using Opera and other sales tools to track leads, manage accounts, and generate reports.
Ability to work independently, lead a team and drive results with a proactive mindset
Strong analytical and problem-solving skills, with the ability to create reports and identify sales opportunities.
Flexibility to travel as required for client meetings, industry events, and hotel visits.

Additional Information

Employee benefit card offering discounted rates in Accor worldwide
Learning programs through our Academies
Opportunity to develop your talent and grow within your property and across the world
Ability to make a difference through our Corporate Social Responsibility activities, like Planet 21

Be part of creating the historic story of rehabilitating and releasing the rare Mountain Bongo that was heading toward extinction.

Working with a hotel rich in history and known for exemplary services while growing your career
Work and learn in a remote luxury property

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