Director of Commercial

SUMMARY:
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POSITION INFO:

Our client is one of East Africa’s long-standing safari companies. Founded in 2004, the company has a leading presence in the main safari destinations in Tanzania and Kenya and plays a significant role in several pioneering projects. The goal is to turn crucial and fragile natural habitats into lasting conservation economies, benefitting both the environment and local communities. At present, the company owns and operates 18 lodges and camps as well as a ground handling operation. It is the first sustainable safari/lodge company in Africa to receive a 5-star rating for sustainability from GIIRS, was recognized as one of the “Best Companies for the World” in 2013, and received the 2014 Tourism for Tomorrow Business Award.

WHAT WE BELIEVE IN

We believe that world-class travel can go hand in hand with improving livelihoods and conserving nature. Our client’s luxury camps and lodges are in some of the most special places on earth—places they aim to safeguard for the future. The company strives to transform whole areas from fragile natural habitats with impoverished communities into lasting conservation economies, protecting wildlife and enabling local communities to prosper.

POSITION:

Head of Commercial – Camps & Lodges

LOCATION:

Cape Town, South Africa

REPORTS TO:

Managing Director

ROLE OVERVIEW

The Head of Commercial – Camps & Lodges will lead the commercial performance of our client’s core business unit. This senior role is accountable for driving revenue growth and delivering innovative, high-impact commercial strategies. Working closely with the Managing Director, this role will focus on market leadership and the overall commercial success of the camps and lodges portfolio.

KEY ACCOUNTABILITIES

- Develop and lead commercial strategy, driving revenue growth, margin improvement, and market leadership.

- Oversee pricing, yield management, distribution, and product development for camps and lodges.

- Lead and grow the Commercial team, fostering high performance and innovation.

- Support commercial partnerships that enhance reach and performance.

- Track and analyze performance metrics (RevPAR, ADR, Occupancy) and adjust strategies accordingly.

- Use market intelligence to identify new opportunities and refine strategies.

- Foster a high-performing, entrepreneurial team culture.

- Collaborate with the Managing Director on strategic planning and growth.

PROFILE REQUIREMENTS

- 10+ years in commercial roles in safari, luxury travel, or hospitality sectors (East Africa experience preferred).

- Proven track record in developing partnerships and driving revenue.

- 5+ years in senior management, with team development experience.

- Experience in product development aligned with customer needs.

- Degree in business, hospitality management, or related field.

- Expertise in pricing, revenue optimization, and channel management.

- Strong leadership, analytical, and communication skills.