Commercial Lead – Fly-in Safari Company (Nairobi)

About the role

A luxury fly-in safari company operating across East Africa's wildlife destinations through its own air offering is looking for a B2B Commercial Lead for its Nairobi office. The role builds the company's presence with wholesale and retail partners across key source markets, combining big-picture strategy with hands-on execution.

Key responsibilities

• Develop and implement a B2B commercial strategy across priority source markets, with market segmentation and targeted channels.
• Build and manage relationships with wholesale operators, retail agencies and luxury travel partners.
• Design and run lead-generation, sales conversion and trade education programmes to drive bookings.
• Recruit, train and oversee sales resources in key markets, giving them the tools and support they need.
• Create and manage a CRM system to track partner performance, sales pipeline and market intelligence.
• Develop pricing models and commercial toolkits including rate cards, commission structures, booking terms and promotional assets.
• Monitor market trends and competition, and report regularly to senior leadership.

Required profile

• 8-10 years of senior commercial or sales leadership experience in the safari, luxury travel or adventure tourism sector, with a strong B2B distribution record.
• In-depth knowledge of East African safari markets, including luxury lodges, fly-in safaris and packaged travel.
• Established global trade relationships with DMCs, tour operators, retail agencies and luxury travel consortia across North America, Europe and emerging Asia.
• Proven ability to build and lead sales teams across multiple markets.
• Willingness to travel extensively for market engagement and industry events.

Required skills

• Pricing strategy, yield management, P&L ownership and knowledge of air charter cost structures.
• CRM systems and sales analytics, with data-driven decision-making.
• Strong communication, presentation and stakeholder-influencing skills.