B2B Sales Consultant & Operations Coordinator

ABOUT US

NawiriGroup is foremost known as a leading safari travel group, offering great personalised nature-based travel experiences across the African continent. Our core purpose goes beyond delivering exceptional safaris. We are a platform that connects local communities, expert partners, investors, and travellers to drive positive impact at scale within some of Africa’s most iconic wilderness areas.

Since inception, we’ve supported national parks, community-led conservancies, local communities and governments with many initiatives and millions of dollars in their efforts to safeguard and manage some of Africa’s most important wilderness areas. We believe travel should be a force for good and our vision is to use responsible travel to create a sustainable and prosperous future for natural ecosystems in Africa and the local people living in and around these unique, globally important areas.

Today, through the Group’s various subsidiaries across multiple countries, which includes Asilia Africa, a leading safari operator with 17 bespoke camps and lodges across Kenya, Tanzania, and Uganda, with a full-service DMC offering, and the multi-award-winning African safari tour operator Go2Africa, we employ close to 1,200 people in sub-Saharan Africa all dedicated to delivering immersive experiences while working towards our goal of delivering impact at scale.

Purpose Driven

• Our shared purpose is encapsulated in our group name - ‘Nawiri’ is Kiswahili for ‘to flourish/thrive’, reflecting our vision of creating a future where vital ecosystems and local communities thrive together.

• We are proud as a group to be B Corp certified, a testament to our dedication to balancing the needs of people, planet, and profit in everything we do. Our journey with B Corp started more than a decade ago when Asilia qualified in 2012, the first African Travel company to do so.

• Last financial year, we contributed US$9.8m to nature protection and positive impact projects. We continue to grow our impact reach, and agenda.

• We have ambitious commercial growth plans and are expanding our operational, commercial, analytical and technology capabilities to enable the further scaling of both our guest experiences and travel offerings.

Why should you work for us?

• Join a team that has continuously led the way in our industry, ranging from creating cutting-edge technology platforms to deploying innovative solutions to lead the way in sustainable operations.

• We take pride in creating a culture where people grow, find purpose, and contribute to progress that reaches far beyond the organisation. Training and development are at the heart of this journey, and we are proud of the number of in-house programmes that we have available, including a training library offering over 130 different training modules.

• Enjoy the flexibility of a hybrid working arrangement to get the most out of your working hours. Combine work in one of the Nawiri Group offices, located in the picturesque cities of Cape Town, Nairobi, Arusha, and London, with the option of remote work.

ROLE SUMMARY:

Drive revenue growth from our agency partners while continuously optimising the processes, systems and data that power our commercial engine. Working under the guidance of the B2B Southern Africa Lead, the role blends frontline B2B sales consulting with hands‑on operational coordination and process improvement and optimisation, making sure that every quotation, booking and hand‑off happens flawlessly, on time and in margin.

KEY RESPONSIBILITIES

B2B Sales Consulting (60%):

• Own a personal sales pipeline: qualify, quote and close reservations with agent partners

• Craft tailor-made safari propositions that align with partner needs and margin targets

• Meet quarterly revenue & GP targets.

• Respond to inbound leads within SLA and craft tailor‑made safari propositions that balance traveller needs with margin objectives.

• Maintain impeccable CRM hygiene (HubSpot), no duplicates, no missing fields, and deliver weekly funnel & forecast reports.

• Collaborate with Agent Relationship Managers and Booking Operations Team to hand over closed bookings for ongoing account nurturing, ensuring a seamless client experience.

• Collaborate with Revenue & Product teams to optimise inventory mix and yield.

• Track competitor pricing and partner offers to keep our proposals competitive and compelling.

Operations & Process(40%):

• Map and document existing workflows across quoting, reservations, ticketing, finance and partner onboarding.

• Identify bottlenecks; design and implement improvements that shorten cycle times and reduce error rates.

• Create and maintain Standard Operating Procedures (SOPs), checklists and knowledge‑base articles; ensure version control.

• Analyse KPI & CRM reports to identify trends, anomalies & root causes, then propose targeted process improvements & data-driven recommendations that boost efficiency, accuracy & margin

• Champion a culture of continuous improvement—run retrospectives, capture lessons learned and turn insight into action.

SKILLS AND EXPERIENCE

Required Experience & Qualifications

• Bachelor’s degree in Business, Commerce, Tourism or related field.

• 2+ years B2B sales experience in travel, hospitality, SaaS or adjacent industries, with demonstrable quota attainment.

• Proven project-management track record

• Fluency in English; additional Southern-African languages (Afrikaans, Portuguese, French) advantageous.

• CRM mastery (HubSpot preferred); solid Excel/Google Sheets and basic data-analysis skills.

Competencies & Personal Attributes

• Exceptional attention to detail: Zero‑defect mindset; catches discrepancies before they become problems.

• Structured operator: Plans, organises and tracks multiple workstreams without dropping detail.

• Commercial acumen: Balances revenue growth with sustainable margin.

• Relationship builder & strong team player: Credible with senior trade partners and internal stakeholders alike.

• Analytical thinker: Uses data to drive decisions and continuous improvement.

• Change agent: Influential communicator who secures buy‑in and drives adoption.

• Resilience & adaptability: Thrives in an early‑stage, fast‑evolving environment; proactive problem‑solver.

Travel & Location

Regional travel from time to time (i.e. Southern Africa trade events, partner visits, in-market activations).

EMPLOYMENT EQUITY

At Nawiri Group, we are committed to fostering diversity and inclusion. We encourage Employment Equity candidates and individuals with disabilities to apply. As an equal opportunities employer, we believe that a diverse workforce is key to our success. We welcome applications from individuals of all backgrounds, regardless of age, gender, disability, sexual orientation, race, religion, or beliefs.