Head of Business Development and Growth

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