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 ResponsibilitiesSales Strategy & ExecutionDevelop, 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 ExpansionGrow 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 ManagementLead, 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 ManagementMaintain 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 & ReportingDevelop 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 CollaborationUphold 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 & ExperienceMinimum RequirementsBachelor’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 SkillsExperience 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 agilityPersonal AttributesPassion 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.