Commercial Lead Job – Fly-in Safari Company Nairobi | Summit Recruitment

Summit Recruitment and Search is seeking an entrepreneurial Commercial Lead for a prestigious Fly-in Safari Company based in Nairobi. This highly specialized luxury tourism job in Kenya requires 8–10 years of senior commercial or sales leadership experience within the safari or luxury travel sector. The Lead will be responsible for developing and implementing a comprehensive B2B commercial strategy, driving sales conversion across priority global source markets (North America, Europe), managing global trade relationships, and demonstrating strong commercial acumen, including P&L ownership and pricing strategy.

About Summit Recruitment and Search

Summit Recruitment and Search specializes in executive search for the luxury travel, hospitality, and safari sectors across East Africa. They seek senior commercial leaders with established global trade relationships and deep market knowledge capable of driving high-value, fly-in safari product sales from key international source markets.

Role Overview

The Commercial Lead will be the strategic head of the company’s B2B sales operations, responsible for accelerating market penetration globally. This involves creating competitive pricing models, managing a robust CRM system for pipeline and market intelligence, recruiting and training sales resources in key international markets, and collaborating with internal teams (marketing, reservations) to ensure a seamless service and product delivery focused on high-end luxury clientele.

Key Responsibilities

• Commercial Strategy: Develop and implement a comprehensive B2B commercial strategy across priority source markets, utilizing market segmentation and targeted channel approaches.
• Trade Relations: Establish and manage key relationships with global wholesale operators, retail agencies, luxury travel partners, and consortia (North America, Europe, Asia).
• Sales & Lead Generation: Design and execute tailored lead-generation, sales conversion, and trade education programs to strengthen B2B engagement and drive safari bookings.
• Pricing & Profitability: Develop competitive, flexible pricing models and commercial toolkits (rate cards, commission structures), demonstrating strong financial acumen including P&L ownership and yield management.
• Team & CRM Management: Recruit, train, and oversee sales resources in key markets; create and manage a robust CRM system to monitor partner performance, sales pipeline, and market intelligence.
• Market Insight: Continuously monitor market trends, competitive activity, and air charter cost structures, adjusting strategies to maintain a commercial advantage in the East African safari market.
• Internal Collaboration: Collaborate effectively with internal teams (marketing, reservations) and provide senior leadership with regular reports and strategic recommendations.

Qualifications & Experience

• Experience: 8–10 years of senior commercial or sales leadership experience within the safari, luxury travel, or adventure tourism sector, with a strong record of B2B distribution success.
• Sector Expertise: In-depth knowledge of East African safari markets, including luxury lodge operations, fly-in safaris, and packaged travel products.
• Financial Acumen: Strong commercial and financial acumen, including pricing strategy, yield management, P&L ownership, and understanding of air charter cost structures.
• Relationships: Established global trade relationships with DMCs, tour operators, and luxury travel consortia in key international source markets.
• Competencies: Exceptional communication and presentation skills, highly analytical, tech-savvy (comfortable with CRM and sales analytics), and an entrepreneurial mindset.

How to Apply

Experienced commercial leaders in the luxury travel sector for this prestigious Nairobi tourism job should submit their application through the official online portal: Summit Recruitment and Search on summitrecruitment-search.com