Director of Sales

We are seeking an exceptional
Director of Sales
to lead the Sales function of the Hyatt Regency Nairobi Westlands. This is a high-impact, strategic leadership role responsible for driving revenue performance across local, regional, and global markets. The ideal candidate is a commercially astute leader with a strong network, proven ability to win in competitive markets, and deep knowledge of African and international business dynamics. You will spearhead the hotel's sales strategy, lead a high-performing team, build powerful partnerships, and position the property as the preferred destination for corporate travel, MICE, leisure and diplomatic business.

Key Responsibilities

Sales Strategy & Execution

• Develop, refine, and execute a forward-looking annual Sales strategy aligned to hotel business goals and brand standards.
• Drive performance across key segments: Corporate, MICE, Leisure, Governmental, Diplomatic, Travel Trade, Airline Crews, and Groups.
• Analyze market trends, competitor performance, and demand patterns to identify opportunities and gaps.
• Lead the Sales team in meeting revenue, room night, and market share targets across local, regional (Africa), and international markets.

Revenue Generation & Market Expansion

• Grow the hotel's share of the Kenyan corporate and MICE market while aggressively expanding into African markets (East, West, Central, and Southern Africa).
• Strengthen the hotel's presence in global consortia, international corporate RFPs, TMCs, and GDS channels.
• Develop relationships with key accounts, regional companies, international embassies, NGOs, multinational corporations, and strategic partners.
• Identify and secure new business accounts, including emerging markets and expansion corridors within Africa.

Leadership & Team Management

• Lead, mentor, and motivate a dynamic Sales team to drive a high-performance culture.
• Set clear KPIs, monitor productivity, and implement performance management structures.
• Foster continuous learning, professional development, and succession planning within the Sales department.
• Collaborate closely with Marketing, Revenue Management, Reservations, and F&B to ensure integrated commercial strategies.

Client Relationship Management

• Maintain strong relationships with top clients, key decision-makers, and industry bodies.
• Conduct regular sales calls, account reviews, client entertainment, and hotel site inspections.
• Represent the hotel at trade shows, international roadshows, networking events, and exhibitions across Africa and globally.
• Ensure exceptional service and communication standards at all client touchpoints.

Budgeting, Forecasting & Reporting

• Develop and manage the Sales budget and departmental expenditures.
• Prepare accurate forecasts, pipeline reports, market intelligence, and business plans.
• Monitor sales productivity, conversion rates, and channel performance using analytical tools and CRM systems.
• Work closely with the Revenue Manager to optimize pricing, inventory, and segmentation strategies.

Brand, Compliance & Cross-Functional Collaboration

• Uphold all brand standards and contribute to the hotel's commercial vision.
• Align with regional sales offices to leverage cross-market opportunities.
• Ensure compliance with corporate policies, Kenyan labour laws, and industry regulations.
• Work with Marketing team to implement brand-aligned promotional campaigns and digital strategies.

Qualifications & Experience

Minimum Requirements

• Bachelor's degree in Marketing, Business Administration, Hotel Management, or a related field.
• Minimum 5–7 years of progressive hotel sales experience
  , with at least
  2 years as a Director of Sales
  in an international hotel brand.
• Strong commercial expertise in Kenya, Africa, and international markets.
• Demonstrated track record of achieving revenue targets and market share growth.
• Established network within corporate, diplomatic, NGO, and MICE segments in Kenya and the region.

Preferred Skills

• Experience working with global hotel brands and regional/global sales structures.
• Strong understanding of hotel revenue management principles.
• Excellent negotiation, presentation, communication, and stakeholder management skills.
• High proficiency in CRM systems, Microsoft Office, and digital sales platforms.
• Ability to thrive under pressure, lead teams, and drive results with agility

Personal Attributes

• Passion for guest-centric experiences.
• Creative thinker with strong analytical and commercial acumen.
• Collaborative leader with the ability to influence cross-functional stakeholders.
• Agile mindset, able to adapt quickly to new technologies and market dynamics.