Company Description
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.
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
