Director of Sales and Marketing at Accor

Job Description

• The Director of Sales and Marketing will lead the hotel's sales, marketing, and revenue strategy to maximize business opportunities and revenue growth. This includes creating and implementing dynamic sales strategies, fostering strong relationships with clients and partners, and positioning Pullman and Mercure Nairobi Upperhill as a market leader in the hospitality industry.

Key Responsibilities

Strategic Leadership

• Develop and implement an integrated sales and marketing strategy aligned with the hotel’s goals and brand standards.
• Lead the development of annual sales plans, forecasts, and budgets.
• Conduct market analysis to identify emerging trends, competitors’ activities, and new opportunities.
• Collaborate with Accor regional teams to align strategies with global and regional objectives.

Sales Management

• Drive group, corporate, leisure, and MICE sales to achieve room nights and revenue targets.
• Build and maintain relationships with key accounts, tour operators, and corporate partners.
• Oversee sales team performance, ensuring they meet or exceed targets through regular training and coaching.
• Organize and participate in trade shows, exhibitions, and promotional events locally and internationally.

Marketing & Communications

• Design and execute creative marketing campaigns to increase brand visibility and attract new clients.
• Manage online presence, including website content, social media, and third-party distribution channels.
• Collaborate with PR agencies to enhance the hotel's public image and generate positive media coverage.
• Oversee the creation of all marketing collateral, including brochures, advertisements, and digital assets.

Revenue Management

• Partner with the revenue management team to optimize pricing strategies and maximize profitability.
• Analyze performance metrics, such as RevPAR, ADR, and occupancy, to guide business decisions.

Team Leadership

• Inspire and lead the sales and marketing team, fostering a culture of high performance and collaboration.
• Conduct regular performance reviews, providing feedback and development opportunities.
• Recruit, train, and retain top talent for the sales and marketing department.

Stakeholder Collaboration

• Work closely with operations, finance, and other departments to ensure seamless delivery of client expectations.
• Develop strong relationships with local tourism boards, government agencies, and community organizations.

Qualifications

• Education: Bachelor’s degree in Marketing, Business Administration, Hospitality Management, or a related field. A Master’s degree is a plus.
• Experience: Minimum of 5–7 years in a senior sales and marketing role, preferably in an upscale hotel environment.

Skills:

• Strong leadership and team management skills.
• Excellent communication and negotiation abilities.
• Proven track record in developing and executing successful sales and marketing strategies.
• Proficiency in digital marketing, including social media and online advertising.
• Knowledge of revenue management principles and tools.