Website Fairmont Hotels & Resorts
The Fairmont Norfolk is a historic hotel in Nairobi, Kenya and is owned by the luxury hotel chain, Fairmont Hotels and Resorts. The hotel has 170 rooms, 4 restaurants, and consists of 5 main blocks, each ranging from 1 to 2 stories high. The hotel has a signature Tudor style of architecture that has… read more been maintained since its original construction.
Job Description
The Cluster Director of Sales & Marketing is a senior commercial leadership role responsible for providing strategic direction across Fairmont Hotels & Resorts properties in Kenya, specifically Fairmont The Norfolk and Fairmont Mara Safari Club.
Reporting to the Cluster General Manager, the role drives integrated sales, marketing, revenue, and public relations strategies across the cluster. It is focused on maximizing overall performance, market share, brand positioning, and guest satisfaction while fostering a strong, high-performing, and collaborative team culture.
Key Responsibilities
Strategic Leadership & Planning
Develop and execute cluster-wide sales & marketing strategies aligned with brand standards
Contribute to annual budgets and commercial plans in collaboration with Revenue Director
Sales Leadership & Performance
Lead and drive sales effectiveness across both properties
Set and monitor sales targets, KPIs, and incentive programs
Ensure achievement of monthly, quarterly, and annual sales objectives
Conduct regular sales performance reviews and pipeline management sessions
Marketing & Brand Management
Direct multi-property marketing campaigns and promotional initiatives
Ensure consistency in brand standards and messaging across the cluster
Oversee development of sales collateral, digital content, and campaigns
Public Relations & Communications
Lead cluster PR strategy, including media relations, advertising, and press releases
Enhance brand visibility and reputation in key source markets
Business Development & Partnerships
Identify and develop new markets, segments, and revenue opportunities
Represent the properties at trade shows, roadshows, and industry events
Key Account & Stakeholder Management
Oversee key accounts and strategic client relationships across properties
Drive revenue growth, ADR optimization and market share expansion across all segments
Review and manage sales contracts and agreements
Team Leadership & Performance Management
Lead, mentor, and develop Cluster Sales & Marketing teams
Conduct performance reviews, coaching sessions, and regular team meetings
Drive a culture of accountability, engagement, and high performance
Operations & Systems Management
Ensure effective use of sales systems, tools, and reporting platforms
Maintain operational excellence in sales processes and procedures
Coordinate participation in brand and multi-property campaigns
Market Intelligence & Positioning
Monitor market trends, competitor activity, and brand positioning
Provide insights to support commercial decision-making in collaboration with Revenue Director.
Qualifications
Degree in Business, Hospitality Management, or related field
Proficiency in Microsoft Office and relevant sales systems
Minimum 5–7 years’ experience in senior commercial leadership within luxury hospitality
Additional Information
Skills & Attributes
Strong understanding of luxury leisure, MICE, corporate, and distribution ecosystems
Experience managing integrated commercial functions
Strong strategic sales and marketing leadership capability
Strong negotiation and executive level presentation skills
Strong commercial acumen and market awareness
Results-driven and commercially astute
Collaborative leadership style with strong team development skills
Highly results-oriented with a track record of successfully closing high-value deals and converting business opportunities
Strong ability to interpret data, identify trends and create forecasts
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