Cluster Director of Sales at Fairmont Hotels & Resorts

The Cluster Director of Sales for Fairmont Hotels in Kenya will be responsible for managing, generating, and developing accounts across all key feeder markets to achieve pre-set targets of average room rate and occupancy as set out in the Hotels' Revenue Plans. You will be organizationally sensitive and respond adequately and in a timely manner to the needs of the organization and our guests. Additionally, you will be responsible for the day-to-day operation of the Sales Department, motivating and inspiring the team to achieve or exceed targets.

What’s in it for you:

• 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

What you will be doing:

• Manage, generate, and develop accounts across all key feeder markets in line with the hotels' targets.
• Respond adequately and in a timely manner to the needs of the organization and our guests, demonstrating organizational sensitivity.
• Oversee the day-to-day operation of the Sales Department, providing leadership, motivation, and inspiration to the team to achieve or exceed targets.
• Research, develop, and identify new business opportunities through face-to-face meetings, sales calls, and presentations.
• Develop business across all segments, including MICE and Groups & Event Sales corporate and leisure consortia, from both new and existing accounts within the structure rate levels/volumes agreed upon.
• Organize and host hotel site visits for current and prospective accounts with identified potential.
• Undertake regular sales visits with Key Accounts to review production against room night targets.
• Prepare an annual development plan for all accounts, allocating the appropriate level of animation by account for MICE and Groups & Event Sales corporate and Leisure Consortia.
• Ensure all rate agreements are contracted, up-to-date, signed by both the client and hotels, and correctly distributed to head office and loaded within the reservation system at the hotel.
• Identify potential accounts with planned actions to secure business.
• Work closely with the Digital, Marketing, and Communications department to identify opportunities and leverage networks within the media.
• Complete both national and international RFPs to specified time scales.
• Develop and maintain a positive and professional relationship with the client, following current departmental guidelines.
• Have in-depth knowledge of all facilities and services of all Fairmont Kenya hotels and safari clubs, covering all aspects of accommodation, banqueting, meeting, and food & beverage.
• Achieve targeted penetration index as per reports from recognized consulting companies.
• Achieve the required guest satisfaction levels via pre-set departmental SOPs.
• Promote Fairmont Hotels-Kenya within Accor both through the national and international sales & marketing network.

Your experience and skills include:

• Proven experience in sales, preferably in the hospitality industry, with a strong focus on MICE and Groups & Event Sales, corporate and Leisure Consortia.
• At least 5 years working experience in a similar role with strong knowledge of the Kenyan Hospitality market.
• Excellent communication and negotiation skills.
• Ability to build and maintain relationships with clients.
• Strong organizational and planning skills.
• Knowledge of RFP process and ability to complete RFPs within specified time scales.
• Familiarity with the hospitality industry, including accommodation, banqueting, meeting, and food & beverage.
• Ability to achieve targeted penetration index and guest satisfaction levels.
• Ability to work closely with the Digital, Marketing, and Communications department to identify opportunities and leverage networks within the media.
• Ability to promote Fairmont Hotels-Kenya within Accor both nationally and internationally.
• Bachelor's degree in Business Administration, Hospitality Management, or related field (preferred).
• Fluency in English, both written and spoken.
• Valid driver's license.