Sales & Operations Lead – Tours & Travel

Sales & Operations Lead Tours & Travel

Reporting to: Director

Location: Nairobi

Salary: 120k - 150k

Role Overview

Our client is a newly established company seeking a highly driven and strategic Sales & Operations Lead to spearhead revenue growth and oversee day-to-day operational excellence. This role sits at the intersection of sales performance product development and seamless safari delivery.

The successful candidate will be responsible for designing compelling safari packages driving inbound and outbound sales and ensuring smooth coordination of operationsfrom client inquiry to trip execution. This is a leadership role requiring both commercial acumen and hands-on operational oversight.

Key Responsibilities

1. Sales Strategy & Revenue Growth

• Develop and execute sales strategies to drive inbound and outbound safari bookings
• Design and price competitive safari packages aligned with market demand
• Identify new markets partnerships and distribution channels (agents OTAs direct clients)
• Monitor sales performance forecasts and conversion rates to meet revenue targets

2. Team Leadership & Performance Management

• Lead mentor and manage a team of sales executives
• Set clear KPIs monitor performance and drive accountability
• Provide coaching and continuous training to improve sales effectiveness
• Foster a high-performance customer-focused culture

3. Operations Management

• Oversee end-to-end safari operations including bookings logistics and itinerary execution
• Coordinate with suppliers (lodges transport providers guides) to ensure service quality
• Ensure operational efficiency cost control and timely service delivery
• Handle escalations and ensure excellent client experience throughout the journey

4. Product Development & Customer Experience

• Create innovative and market-relevant safari packages (luxury mid-range budget niche experiences)
• Continuously improve offerings based on customer feedback and market trends
• Ensure exceptional customer experience from inquiry to post-trip follow-up

5. Policy Implementation & Process Improvement

• Implement company policies procedures and service standards
• Establish and optimize internal workflows for sales and operations
• Ensure compliance with industry regulations and best practices

Requirements

• Minimum 5 years experience in a sales leadership role preferably in tours travel or hospitality
• Proven track record in inbound and outbound travel sales
• Degree or diploma in Tourism Management Business or related field
• Strong leadership skills with experience managing and motivating teams
• Deep understanding of safari destinations products and logistics (East Africa preferred)
• Excellent communication negotiation and relationship management skills
• High level of adaptability

Preferred Attributes

• Experience in a start-up or high-growth environment
• Strong network within the travel trade (agents DMCs suppliers)
• Commercial mindset with ownership of revenue targets
• Passion for travel wildlife and delivering unforgettable safari experiences