Head of Business Development and Growth
Description
epartment:
Business Growth
Reports to:
Chief Executive Officer
Location:
Nairobi, Kenya
Employment
Full-time
Direct oversight
Marketing; Revenue & Data; Business Development
Level
Head of
Department
Role Purpose
The Head of Business Development & Growth is responsible
for leading the company’s growth strategy across Marketing, Revenue & Data,
and Business Development.The role oversees the complete sales and revenue
funnel—from generating and tracking leads to improving conversion, growing
revenue, forming strategic partnerships, and expanding the property portfolio.
Key Responsibilities
1. Growth Strategy & Planning
● Develop annual and quarterly growth plans
aligned with company priorities and budgets.
● Set and monitor targets for revenue,
occupancy, leads, conversions, partnerships, and portfolio growth.
● Oversee the full sales funnel, from lead
generation to conversion and retention.
● Review performance, address gaps, and report
forecasts and recommendations to the CEO.
2. Marketing & Customer Acquisition
● Set the strategy for brand visibility, lead
generation, and customer acquisition.
● Oversee SEO implementation and marketing
campaigns.
● Ensure marketing supports bookings,
occupancy, client acquisition, and portfolio growth.
● Monitor campaign performance, lead
conversion, and acquisition costs.
3. Revenue & Commercial Performance
● Set and monitor revenue, occupancy, ADR,
RevPAR, and channel targets.
● Ensure pricing responds to demand,
seasonality, and market conditions.
● Review forecasts, booking trends, promotions,
and portfolio performance.
● Develop recovery plans for underperforming
units and improve portfolio returns.
4. Business Development, Strategic
Partnerships & Market Expansion
● Develop relationships with corporates, NGOs,
relocation agencies, property agents, landlords, developers, and other
strategic partners.
● Create strategies to acquire viable
properties, clients, new units, and commercial partnerships.
● Identify opportunities to expand into new
locations, property segments, and customer markets.
● Lead strategic pitches, negotiations, and
high-value commercial engagements.
● Set and monitor targets for leads,
partnerships, signed agreements, and portfolio growth.
5. Client Retention & Revenue Expansion
● Develop strategies for client retention,
repeat bookings, referrals, renewals, and additional revenue.
● Use client feedback and lost opportunities to
improve the company’s offering.
● Align the growth departments around shared
targets and priorities.
● Address cross-departmental challenges and
escalate significant commercial risks to the CEO.
Requirements
Qualifications & Experience
● Bachelor’s degree in Business, Marketing,
Sales, Commerce, Hospitality, Real Estate or a related field.
● 6 - 8 years’ relevant experience in business
development, commercial growth, sales, revenue management or a related field,
including leadership responsibility.
● Demonstrated ability to manage a sales
pipeline, interpret performance data and develop practical growth plans.
● Experience in hospitality, property
management, real estate,serviced apartments,NGO or startups is an advantage.
● Proven ability to negotiate, influence stakeholders
and support high-value commercial agreements.
● Strong leadership, communication, commercial
judgement, problem-solving and stakeholder-management skills.
Core Competencies
Strategic thinking • Commercial judgement • Sales-funnel
management • Revenue analysis • Data-driven decision-making • Team leadership •
Partnership development
• Negotiation
• Forecasting
• Client relationship management
• Clear reporting