Commercial Director

Hyatt Regency Nairobi Westlands is seeking an exceptional Commercial Director to join its executive leadership team and lead the hotel’s commercial strategy and performance. This is a strategic leadership appointment for a commercially sophisticated hospitality professional who understands that sustainable hotel performance is created at the intersection of market demand, revenue strategy, sales, marketing, distribution, customer relationships, brand positioning and operational execution.The Commercial Director will be responsible for developing and executing an integrated commercial strategy that maximizes revenue, market share, profitability and long-term business value across Kenya, Africa and key international markets. We are looking for a leader who can move seamlessly between strategy and execution—someone who understands the numbers, knows the market, has the relationships to open doors, can challenge conventional thinking and can translate commercial intelligence into measurable results.The successful candidate will work closely with the General Manager and executive leadership team to shape the hotel’s commercial direction while leading and aligning the Sales, Marketing and broader commercial agenda. This is an opportunity for an established hospitality commercial leader to help define the next phase of growth and market positioning for Hyatt Regency Nairobi Westlands.Key ResponsibilitiesCommercial Strategy & Business LeadershipDevelop and execute an integrated Commercial Strategy and Annual Business Plan aligned with the hotel’s financial objectives, market opportunity and Hyatt brand standards.Take a holistic view of the hotel’s commercial performance, connecting Sales, Marketing, Revenue Management, Distribution, Partnerships and Customer Strategy.Identify and prioritize opportunities that deliver sustainable revenue, profitability and market share growth.Translate economic conditions, market trends, competitive intelligence, customer behavior and demand patterns into clear commercial actions.Establish commercial priorities across local, regional African and international source markets.Work closely with the General Manager, Finance Director and executive leadership team to ensure commercial decisions support the overall business strategy.Act as the primary commercial voice within the hotel’s leadership team.Revenue, Market Share & Commercial PerformanceDrive growth in total hotel revenue, RevPAR, market share, room nights, business mix, profitability and customer acquisition.Partner closely with Revenue Management to optimize pricing, inventory, segmentation, demand generation and channel strategy.Identify opportunities to improve the quality and profitability of business, not simply volume.Analyse market performance and competitor activity to identify gaps, opportunities and emerging threats.Develop strategies to maximize performance across Corporate, MICE, Leisure, Government, Diplomatic, NGO, Travel Trade, Airline, Groups and other strategic segments.Establish clear commercial KPIs and ensure consistent tracking of performance against targets.Use data, analytics and commercial intelligence to challenge assumptions and improve decision-making.Sales & Business DevelopmentProvide strategic leadership to the Sales function and establish a high-performance culture focused on account development, acquisition, retention and conversion.Grow the hotel’s share of the Kenyan corporate and MICE markets while developing targeted opportunities across East, West, Central and Southern Africa.Build and maintain relationships with key corporate accounts, multinational organizations, government institutions, embassies, diplomatic missions, NGOs, development organizations, travel management companies, global consortia and strategic partners.Lead the acquisition and development of high-value local, regional and international accounts.Strengthen participation in international corporate RFPs, global account programmes, consortia, TMCs, GDS and other relevant commercial channels.Identify new market corridors, customer segments and business opportunities capable of generating incremental demand.Personally engage with strategically important accounts and senior decision-makers where executive-level relationships are required.Represent Hyatt Regency Nairobi Westlands at key industry events, trade shows, roadshows, commercial forums and international market activations.Marketing, Brand & Demand GenerationProvide strategic direction for the hotel’s Marketing agenda, ensuring that brand visibility translates into qualified demand and measurable commercial outcomes.Develop integrated marketing strategies across digital, social, content, public relations, partnerships, activations and targeted campaigns.Ensure Hyatt’s global brand positioning is translated effectively into compelling and locally relevant market propositions.Strengthen the hotel’s digital presence, reputation and customer engagement.Use customer insights and market data to identify target audiences, demand opportunities and effective routes to market.Develop strategic partnerships with tourism organizations, airlines, corporates, lifestyle brands, media and other relevant stakeholders.Ensure Sales and Marketing activity operates as one integrated commercial engine rather than as separate functions.Distribution & Commercial PartnershipsOptimize the hotel’s distribution strategy across direct, digital, GDS, OTA, consortia, corporate and trade channels.Identify opportunities to improve channel performance, customer acquisition and overall distribution profitability.Leverage Hyatt’s regional and global commercial infrastructure to generate incremental business for the hotel.Build strategic partnerships that expand the hotel’s reach into new customer segments and source markets.Evaluate emerging distribution models, technologies and commercial platforms and determine their relevance to the hotel’s business strategy.Commercial Leadership & Team PerformanceLead, develop and inspire a high-performing commercial organization with clear accountability for results.Establish ambitious but measurable objectives across Sales, Marketing and relevant commercial functions.Create a culture of commercial discipline, accountability, collaboration, innovation and continuous improvement.Coach and develop future commercial leaders and build a strong succession pipeline.Ensure the team understands not only what it needs to achieve, but why it matters to the wider business.Collaborate closely with Operations, Rooms, F&B, Revenue Management, Finance and other functions to ensure commercial commitments translate into exceptional guest experiences and profitable business.Strategic Account & Stakeholder ManagementDevelop trusted relationships with C-suite executives, business owners, government and diplomatic stakeholders, international organizations and industry leaders.Lead strategic account reviews, executive client engagements, business negotiations and hotel inspections.Build the external profile and influence of Hyatt Regency Nairobi Westlands within Kenya and across priority African markets.Represent the hotel and Hyatt with credibility at senior industry, business and government forums.Identify opportunities where strategic relationships can create long-term commercial value beyond individual transactions.Financial Management, Forecasting & AnalyticsLead the commercial budgeting and planning process in partnership with Finance and the General Manager.Develop robust commercial forecasts and business plans based on market intelligence, historical performance and forward demand.Monitor performance against budget, forecast and market benchmarks.Analyze conversion, account production, channel contribution, acquisition cost, business mix and return on commercial investment.Ensure commercial resources and expenditure are directed towards activities capable of producing measurable business outcomes.Present clear, concise and commercially relevant insights and recommendations to the General Manager and executive leadership team.Brand, Governance & Commercial IntegrityProtect and strengthen the Hyatt brand while ensuring the hotel remains commercially relevant and competitive.Uphold Hyatt policies, standards and ethical business practices.Ensure commercial activities comply with applicable Kenyan legislation and company requirements.Maintain appropriate governance around contracting, pricing, partnerships, client engagement and commercial expenditure.Work collaboratively with Hyatt regional and global commercial teams to maximize opportunities and leverage the wider Hyatt ecosystem.What We Are Looking ForThe successful candidate will bring:A Bachelor’s degree in Business Administration, Marketing, Hospitality Management, Finance or a related discipline. A relevant postgraduate qualification or MBA would be advantageous.8+ years of progressive commercial experience within the hospitality industry, including significant experience in a senior commercial leadership role within an internationally recognized hotel brand.A demonstrated track record of delivering revenue growth, market share improvement and commercial performance in a competitive hotel environment.Strong understanding of the commercial ecosystem of a hotel, including Sales, Marketing, Revenue Management, Distribution, Pricing, Customer Acquisition and Market Development.Deep knowledge of the Kenyan hospitality and business environment, together with meaningful exposure to African and international markets.An established network across corporate, MICE, diplomatic, government, NGO, multinational, travel trade and international business segments.Experience working within a global hotel brand and/or regional/global commercial structure.Strong financial and analytical capability, with the ability to interpret commercial data and translate it into business decisions.Demonstrated experience developing and executing integrated commercial strategies rather than operating within a single functional discipline.Strong understanding of Revenue Management principles and their relationship to Sales, Marketing, Distribution and profitability.Experience with CRM systems, commercial analytics, digital marketing platforms and other technology supporting modern hotel commercial performance.Exceptional negotiation, presentation, communication and executive stakeholder management skills.The credibility and maturity to represent a global luxury hospitality brand at the highest levels of business and industry engagement.The Leadership ProfileCommercial ThinkerUnderstands the complete hotel commercial ecosystem and sees beyond individual departments, channels or transactions.StrategistCan translate market intelligence and business objectives into a clear commercial agenda with measurable outcomes.Market MakerHas the relationships, curiosity and influence to create demand rather than simply respond to it.Revenue MindedUnderstands that commercial success is not measured by volume alone, but by quality of business, profitability, market position and long-term value.Data DrivenCombines strong commercial instincts with disciplined analysis, forecasting and evidence-based decision-making.Influential LeaderCan engage credibly with owners, the General Manager, executive leadership, C-suite clients, government and diplomatic stakeholders, regional leadership and global commercial teams.Builder of TalentCreates high-performing teams, develops future leaders and establishes a culture where accountability and excellence are the norm.Agile & InnovativeChallenges conventional thinking, embraces technology and adapts quickly to changing customer behavior, distribution models and market dynamics.Brand StewardUnderstands that every commercial decision contributes to the long-term reputation and value of the Hyatt brand.Why Hyatt Regency Nairobi Westlands?This is an opportunity to take a central role in shaping the commercial future of a globally recognized hospitality brand in one of Africa’s most important business markets. As Commercial Director, you will have the opportunity to leverage the strength of the Hyatt global network, while building a distinctive commercial position for Hyatt Regency Nairobi Westlands across Kenya, Africa and international source markets.If you are an accomplished hospitality commercial leader who combines strategic vision, financial and commercial acumen, market influence, international exposure and a relentless focus on results, we would like to hear from you.Hyatt Regency Nairobi Westlands is an equal opportunity employer committed to diversity, inclusion and creating an environment where every colleague can be their best.