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Sales Manager - Tours & Travel Company (Safaris)

Job Type

Full Time

Qualification

BA/BSc/HND

Experience

5 years

Location

Nairobi

Job Field

Sales & Business Development

Role Overview

Our client is a Tours & Travel (Safaris) company seeking a highly driven and strategic Sales & Operations Manager to spearhead revenue growth and oversee day-to-day operational excellence. This role sits at the intersection of sales performance, product development, and seamless safari delivery.

The successful candidate will be responsible for designing compelling safari packages, driving inbound and outbound sales, and ensuring smooth coordination of operations—from client inquiry to trip execution. This is a leadership role requiring both commercial acumen and hands-on operational oversight.

Key Responsibilities

Sales Strategy & Revenue Growth

Develop and execute sales strategies to drive inbound and outbound safari bookings

Design and price competitive safari packages aligned with market demand

Identify new markets, partnerships, and distribution channels (agents, OTAs, direct clients)

Monitor sales performance, forecasts, and conversion rates to meet revenue targets

Team Leadership & Performance Management

Lead, mentor, and manage a team of sales executives

Set clear KPIs, monitor performance, and drive accountability

Provide coaching and continuous training to improve sales effectiveness

Foster a high-performance, customer-focused culture

Operations Management

Oversee end-to-end safari operations including bookings, logistics, and itinerary execution

Coordinate with suppliers (lodges, transport providers, guides) to ensure service quality

Ensure operational efficiency, cost control, and timely service delivery

Handle escalations and ensure excellent client experience throughout the journey

Product Development & Customer Experience

Create innovative and market-relevant safari packages (luxury, mid-range, budget, niche experiences)

Continuously improve offerings based on customer feedback and market trends

Ensure exceptional customer experience from inquiry to post-trip follow-up

Policy Implementation & Process Improvement

Implement company policies, procedures, and service standards

Establish and optimize internal workflows for sales and operations

Ensure compliance with industry regulations and best practices

Requirements

Minimum 5+ years' experience in a sales leadership role, preferably in tours, travel, or hospitality

Proven track record in inbound and outbound travel sales

Degree or diploma in Tourism Management, Business, or related field

Strong leadership skills with experience managing and motivating teams

Deep understanding of safari destinations, products, and logistics (East Africa preferred)

Excellent communication, negotiation, and relationship management skills

High level of adaptability

Preferred Attributes

Experience in a start-up or high-growth environment

Strong network within the travel trade (agents, DMCs, suppliers)

Commercial mindset with ownership of revenue targets

Passion for travel, wildlife, and delivering unforgettable safari experiences

• Develop and execute sales strategies to drive inbound and outbound safari bookings
• Design and price competitive safari packages aligned with market demand
• Identify new markets, partnerships, and distribution channels (agents, OTAs, direct clients)
• Monitor sales performance, forecasts, and conversion rates to meet revenue targets
• Lead, mentor, and manage a team of sales executives
• Set clear KPIs, monitor performance, and drive accountability
• Provide coaching and continuous training to improve sales effectiveness
• Foster a high-performance, customer-focused culture
• Oversee end-to-end safari operations including bookings, logistics, and itinerary execution
• Coordinate with suppliers (lodges, transport providers, guides) to ensure service quality
• Ensure operational efficiency, cost control, and timely service delivery
• Handle escalations and ensure excellent client experience throughout the journey
• Create innovative and market-relevant safari packages (luxury, mid-range, budget, niche experiences)
• Continuously improve offerings based on customer feedback and market trends
• Ensure exceptional customer experience from inquiry to post-trip follow-up
• Implement company policies, procedures, and service standards
• Establish and optimize internal workflows for sales and operations
• Ensure compliance with industry regulations and best practices

• Sales strategy development and execution
• Safari package design and pricing
• Inbound and outbound sales management
• Market analysis and identification of new opportunities
• Sales performance monitoring and forecasting
• Team leadership and management
• Performance management and KPI setting
• Coaching and training
• Safari operations management (bookings, logistics, itinerary execution)
• Supplier coordination and relationship management
• Operational efficiency and cost control
• Customer experience management
• Product development
• Policy implementation
• Process improvement
• Excellent communication skills
• Negotiation skills
• Relationship management skills
• Adaptability

• Minimum 5+ years' experience in a sales leadership role, preferably in tours, travel, or hospitality
• Proven track record in inbound and outbound travel sales
• Degree or diploma in Tourism Management, Business, or related field
• Strong leadership skills with experience managing and motivating teams
• Deep understanding of safari destinations, products, and logistics (East Africa preferred)
• Excellent communication, negotiation, and relationship management skills
• High level of adaptability
• Experience in a start-up or high-growth environment (Preferred)
• Strong network within the travel trade (agents, DMCs, suppliers) (Preferred)
• Commercial mindset with ownership of revenue targets (Preferred)
• Passion for travel, wildlife, and delivering unforgettable safari experiences (Preferred)