Sales Account Manager
Accor · Nairobi
Company Description
The MGallery Hotel Collection features boutique hotels, each with its own original design and unique stories to tell. Choosing to join MGallery is choosing to live and experience Memorable Moments.
- MGallery Nairobi Gigiri will feature 105 rooms and suites; four restaurants, including an all-day dining venue, a signature dining experience, a pool bar, and a rooftop restaurant and bar; meeting rooms and a business centre; and wellness facilities spanning a gym, pool and spa.
- With a prime location on Gigiri’s Limuru Road, fairly close to Nairobi’s city centre and Village Market, it will attract UN and NGO delegates, consultants and contractors, as well as diplomats, leisure visitors and the local community.
Job Description
The Sales Account Manager is responsible for driving hotel revenue through the development, management and growth of key accounts across the luxury, corporate, diplomatic/embassy and leisure segments. The role will build strong relationships with existing and prospective clients, identify new business opportunities, achieve assigned revenue targets and position the hotel as a preferred luxury hospitality partner.
Key Responsibilities
- Develop and manage a portfolio of key accounts across luxury, corporate, diplomatic/embassy, UN, government and leisure segments, with a focus on revenue growth, retention and long-term partnerships.
- Identify and actively pursue new business opportunities through prospecting, networking, client visits, referrals, industry events, sales calls and targeted business development activities.
- Develop and execute account plans and sales activities to achieve and exceed monthly, quarterly and annual revenue targets.
- Build strong relationships with key decision-makers, procurement teams, travel managers, diplomatic missions, luxury travel advisors, tour operators, DMCs and corporate clients.
- Conduct regular sales calls, client meetings, property visits, presentations and site inspections to promote the hotel's rooms, dining, meetings, spa and other revenue-generating facilities.
- Develop and maintain strong relationships within the embassy and diplomatic community, understanding their specific requirements, protocols, procurement processes and preferred accommodation arrangements.
- Develop the hotel's luxury leisure business through relationships with travel agencies, tour operators, DMCs, luxury travel advisors and other relevant partners.
- Negotiate corporate agreements, preferred rates, contracts, proposals and tenders in line with the hotel's commercial strategy, rate structure and revenue objectives.
- Monitor market trends, competitor activity, account production and business opportunities, providing relevant market intelligence to the Director of Sales & Marketing.
- Work closely with Revenue Management, Reservations, Front Office, F&B, Events and other departments to ensure client requirements are understood and exceptional guest experiences are delivered.
- Maintain accurate and up-to-date account information, sales activities, opportunities, contracts and client contacts in the hotel's CRM/Opera system.
- Follow up on leads, proposals and tentative bookings to maximise conversion and revenue opportunities.
- Represent the hotel at sales missions, trade shows, networking events, diplomatic and corporate functions, workshops and other relevant industry events.
- Conduct regular competitor analysis and identify opportunities to increase the hotel's market share and strengthen its positioning within the luxury market.
- Prepare accurate weekly and monthly sales reports, account production reports, forecasts and business development updates.
- Promote cross-selling and upselling opportunities across rooms, F&B, spa, meetings, events and other hotel offerings.
- Ensure all sales activities are conducted in accordance with hotel policies, brand standards, approved commercial strategies and applicable compliance requirements.
Qualifications
- Bachelor's Degree or Diploma in Hospitality Management, Sales & Marketing, Business Administration or a related field.
- Minimum 3–5 years' experience in hotel sales, preferably within a 4/5-star or luxury hotel environment.
- Proven experience managing and growing corporate accounts and achieving sales targets.
- Demonstrated experience in luxury hospitality sales is essential.
- Experience managing embassies, diplomatic missions, UN agencies or government accounts will be a strong advantage.
- Experience in luxury leisure sales, including travel agencies, tour operators, DMCs, luxury travel advisors and/or international leisure markets.
- Proven track record in account management, business development, negotiations and revenue generation.
- Experience with corporate contracts, RFPs, tenders and annual rate negotiations is an advantage.
- Proficiency in Opera and/or CRM systems and strong MS Office skills, particularly Excel and PowerPoint.
- Excellent written and verbal communication skills with strong negotiation and presentation abilities.
Additional Information
- Luxury sales and relationship management
- Corporate and key account management
- Diplomatic/embassy relationship management
- Leisure and travel trade sales
- Business development and prospecting
- Negotiation and commercial acumen
- Revenue and target driven
- Networking and stakeholder management
- Market intelligence