The Role
Leads company-wide growth across marketing, revenue, data, and business development. Owns sales-funnel performance, customer acquisition, pricing, occupancy, revenue forecasting, strategic partnerships, client retention, and expansion of the property portfolio. Oversees growth plans, commercial targets, marketing campaigns, revenue performance, negotiations, and cross-functional leadership while reporting forecasts and recommendations to the CEO.
Summary Generated by Built In
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
Skills Required
- Bachelor's degree in Business, Marketing, Sales, Commerce, Hospitality, Real Estate, or a related field
- 6–8 years of relevant experience in business development, commercial growth, sales, revenue management, or a related field
- Leadership responsibility experience
- Ability to manage a sales pipeline, interpret performance data, and develop practical growth plans
- Experience in hospitality, property management, real estate, serviced apartments, NGOs, or startups
- Ability to negotiate, influence stakeholders, and support high-value commercial agreements
- Strong leadership, communication, commercial judgment, problem-solving, and stakeholder-management skills
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The Company
What We Do
We go the extra mile for your last mile – with specialized divisions to serve even the most diverse of industries. CDL is your premier regional carrier for complete delivery coverage – guaranteed.
