Background information about the job or company

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 been maintained since its original construction.

As a Sales Executive you are responsible to implement all sales activities and maximize business opportunities in your specific area of responsibility under the general guidance and supervision. The role involves generating and maintaining customers of defined accounts and areas through sales activities like face-to-face sales calls, telephone calls or entertainment.

Responsibilities or duties

Reporting to the Cluster Director of Sales, or her designate, responsibilities and essential job functions include but are not limited to the following:

• Develop a sales strategy and plan by analyzing historical, current and future hotel/market trends.
• Maintain a high level of exposure for the hotel through direct sales
• Ensure comprehensive and complete coverage of own portfolio, covering all levels of accounts’ managerial and departmental executives for a comprehensive client servicing, achieving targets and maximum productivity
• Implement and execute all sales objectives and action plans to reach and exceed targets set
• Solicit and serve transient and group business and meetings
• Ensure that selling strategies are adhered to during negotiations and maximize up selling opportunities whenever possible
• Solicit new business opportunities from international operators, travel agents and wholesalers through sound business practices.
• Prospect from various sources to expand account base.
• Nurture to maintain existing client relationships to ensure repeat business.
• Ensure comprehensive and up to date knowledge of properties’ unique selling points, features, amenities, services and policies
• Conduct sales calls (Sales Visit) as indicated by the Sales Plan and report on Daily basis.
• Communicate all client information to the appropriate departments via site visit notification forms and conduct pre-arrival internal meetings when necessary.
• Prepare weekly or monthly activity and production reports.
• Formulate corporate offer letters and yearly contracts and any other required business correspondence
• Provide feedback on changing marketing conditions, including trends in the competition, as a result of direct sales solicitation, telephone and/or direct mail
• Research to modify existing or develop new wholesale contracts as needed based on hotel and/or market conditions.
• Recommend and coordinate the deployment of any promotions as may be necessary.
• Work with the Sales team to develop marketing strategies for the assigned segment.
• Attend and potentially present information for internal and external meetings as assigned.
• Train, supervise, and conduct reviews of the wholesale coordinator position.
• Other duties and responsibilities may be assigned and the employee may be expected to work in other areas of the hotel when needed to assist operations in performing job duties not necessarily contained in this job description

Qualifications or requirements

At least 1 Year experience in the segment

Familiarity with the Travel Industry landscape in Nairobi

Be a graduate of Sales and Marketing or Hospitality Industry in a recognized College or University.

Wholesale/ leisure sales experience is an asset.

Good computer skills

Perfect command of English is a must.

• Develop a sales strategy and plan by analyzing historical, current and future hotel/market trends.
• Maintain a high level of exposure for the hotel through direct sales
• Ensure comprehensive and complete coverage of own portfolio, covering all levels of accounts’ managerial and departmental executives for a comprehensive client servicing, achieving targets and maximum productivity
• Implement and execute all sales objectives and action plans to reach and exceed targets set
• Solicit and serve transient and group business and meetings
• Ensure that selling strategies are adhered to during negotiations and maximize up selling opportunities whenever possible
• Solicit new business opportunities from international operators, travel agents and wholesalers through sound business practices.
• Prospect from various sources to expand account base.
• Nurture to maintain existing client relationships to ensure repeat business.
• Ensure comprehensive and up to date knowledge of properties’ unique selling points, features, amenities, services and policies
• Conduct sales calls (Sales Visit) as indicated by the Sales Plan and report on Daily basis.
• Communicate all client information to the appropriate departments via site visit notification forms and conduct pre-arrival internal meetings when necessary.
• Prepare weekly or monthly activity and production reports.
• Formulate corporate offer letters and yearly contracts and any other required business correspondence
• Provide feedback on changing marketing conditions, including trends in the competition, as a result of direct sales solicitation, telephone and/or direct mail
• Research to modify existing or develop new wholesale contracts as needed based on hotel and/or market conditions.
• Recommend and coordinate the deployment of any promotions as may be necessary.
• Work with the Sales team to develop marketing strategies for the assigned segment.
• Attend and potentially present information for internal and external meetings as assigned.
• Train, supervise, and conduct reviews of the wholesale coordinator position.
• Other duties and responsibilities may be assigned and the employee may be expected to work in other areas of the hotel when needed to assist operations in performing job duties not necessarily contained in this job description

• Good computer skills
• Perfect command of English
• Familiarity with the Travel Industry landscape in Nairobi

• Graduate of Sales and Marketing or Hospitality Industry in a recognized College or University.
• Wholesale/ leisure sales experience is an asset.