Head of Business Development & Growth

Job Title: Head of Business Development & Growth

Department: 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