Senior Sales Manager - Leisure

Nestled in the heart of Nairobi since 1904, Fairmont The Norfolk is one of the city’s most iconic landmarks, where timeless elegance meets modern luxury. Set within serene tropical gardens, the hotel features 125 beautifully appointed rooms and suites designed to offer exceptional comfort while preserving its rich heritage. Over the decades, it has welcomed distinguished guests, global leaders, and travelers seeking refined hospitality in a setting that reflects Nairobi’s vibrant history. With award-winning dining, a heated outdoor pool, wellness facilities, and curated local experiences, the hotel offers guests both relaxation and a gateway to explore the city’s culture and nearby attractions. Committed to sustainability and excellence, Fairmont The Norfolk continues to blend historic charm with contemporary sophistication, creating memorable experiences for generations of visitors.

• Develop and execute strategic sales plans to achieve and exceed monthly, quarterly, and annual leisure revenue targets.
• Manage and grow a portfolio of high-value leisure accounts, including luxury tour operators, travel agencies, wholesalers, DMCs, and consortia partners.
• Identify and secure new business opportunities through prospecting, networking, referrals, industry events, and targeted sales activities.
• Build and maintain long-term relationships with key decision-makers and travel industry partners.
• Conduct hotel presentations, client meetings, site inspections, and familiarization (FAM) trips to showcase the hotel's facilities and services.
• Plan, coordinate, and manage domestic and international sales missions, roadshows, trade shows, and industry exhibitions while ensuring effective budget management.
• Analyze market trends, competitor activity, and customer insights to identify opportunities and develop effective sales strategies.
• Prepare annual account plans, sales forecasts, revenue projections, and business development strategies.
• Collaborate closely with Revenue Management, Marketing, Reservations, Catering, and Operations to maximize revenue opportunities and deliver exceptional guest experiences.
• Negotiate contracts, preferred partnership agreements, and rate proposals in line with hotel revenue objectives.
• Maintain accurate client records, sales activities, and pipeline management within Opera and other CRM systems.
• Prepare and present weekly, monthly, and quarterly sales performance reports to the Director of Sales.
• Mentor and support junior sales team members by sharing best practices and assisting with account development where required.
• Represent the hotel and brand at industry associations, networking functions, and promotional events to enhance market presence.
• Ensure full compliance with company sales standards, brand guidelines, and corporate policies.
• Perform additional responsibilities as assigned by the Director of Sales or Commercial leadership team.

• Bachelor's Degree in Hospitality Management, Business Administration, Marketing, or a related field.
• Minimum of 7–10 years of progressive luxury hotel sales experience, with at least 3 years in a senior leisure sales role.
• Proven experience managing international leisure markets and luxury travel partnerships.
• Strong understanding of luxury hospitality, destination marketing, and global travel distribution channels.
• Demonstrated success in achieving and exceeding sales and revenue targets.
• Experience participating in international trade shows, sales missions, and industry events.

Skills & Attributes

• Bachelor's degree in hospitality management, Business Administration, Marketing, or a related field.
• Minimum of 7–10 years of progressive luxury hotel sales experience, with at least 3 years in a senior leisure sales role.
• Proven experience managing international leisure markets and luxury travel partnerships.
• Strong understanding of luxury hospitality, destination marketing, and global travel distribution channels.
• Demonstrated success in achieving and exceeding sales and revenue targets.
• Experience participating in international trade shows, sales missions, and industry events.