Sales Manager- LPG

SALES MANAGER LPG

Job Context

LPG (Liquid Petroleum Gas) is a portable cleaner and efficient energy source that is readily available to consumers around the world. Its unique properties make it a versatile energy source which can be used in more than 1000 different applications.

The Company commercializes its LPG in cylinders under established trademarks to domestic customers via a network of Distributors Retail Stations and Points of Sales (Channel) and in cylinders and bulk to a large range of industrial and commercial customers (C&I).

The LPG activities form part of the regional LPG business line which gathers more than 10 countries and aims to sustainably and profitably grow LPG in the Region.

Job Purpose

To lead the LPG sales department driving profitable sustainable volume and margin growth while strengthening strategic account development customer acquisition and retention and channel performance. The role is responsible for translating regional and country LPG Sales & Marketing strategy into effective national execution including effective management of distributors resellers retailers and other route-to-market partners while ensuring compliance with HSSE standards regulatory requirements credit policies and Group values.

Key Duties and Responsibilities

1. National Sales Strategy & Revenue Growth

• Translate Group and country LPG strategy into clear national priorities territory targets and measurable action plans.

• Develop and execute national sales plans and drive sustainable growth and margin optimization across all segments.

1. Sales Team Leadership & Performance Management

• Set clear targets monitor sales execution review pipeline quality and ensure disciplined use of sales tools reports and customer contact plans (CRM).

• Lead coach and performance-manage LPG Channel Territory Managers C&I account Managers and sales support teams to deliver national commercial objectives.

• Build sales capability through regular field coaching structured reviews training needs identification and succession planning.

• Promote a high-performance customer-focused ethical and safety-conscious sales culture.

1. Channel & Customer Development

• Own the national strategy for growth retention profitability and performance of LPG customers distributors retailers points of sale.

• Develop manage and optimize Route to Market per Region to improve market coverage availability sales execution and brand visibility.

• Define channel standards performance expectations territory coverage plans requirements for channel members (distributors resellers and points of sale).

• Monitor channel performance through agreed KPIs including sales volumes (new deposits and refills) active Points of Sale stock availability customer service and compliance standards.

• Develop and strengthen relationships with key customers and channel members.

• Oversee structured business reviews contract renewals customer profitability analysis channel profitability reviews and strategic expansion opportunities.

• Ensure consistent customer and channel value propositions service standards merchandising brand visibility and customer experience across all channels.

1. Business Development & Market Expansion

• Identify and prioritize national growth opportunities across existing and emerging LPG market segments and channels.

• Lead the development of strategic partnerships new channels distributor expansion retail outlet recruitment point-of-sale activation bulk installations packed LPG growth initiatives and high-volume customer acquisition programme.

• Guide the development and management of indicator networks including installers architects contractors channel partners and other influencers supporting C&I Bulk and Packed LPG growth.

1. Credit Pricing & Commercial Governance

• Oversee Trade Accounts Receivables nationally in line with approved credit policies and agreed risk limits.

• Ensure effective pricing discipline customer profitability management timely collections and resolution of commercial risks.

• Work closely with finance supply operations and leadership teams to ensure commercially sound and compliant sales decisions.

1. Market Intelligence & Competitive Positioning

• Monitor national market trends competitor activity pricing structures regulatory developments and customer consumption patterns.

• Provide insights and recommendations to enhance customer value propositions product positioning pricing strategy and national sales campaigns.

• Represent the LPG division in Industry Association events.

1. Supply Demand & Operational Coordination

• Coordinate with supply operations logistics customer service and technical teams to ensure reliable and uninterrupted LPG supply nationwide.

• Lead demand forecasting input from the sales function and support effective stock planning allocation and service-level management.

• Escalate and resolve operational issues affecting national customer service sales delivery or business continuity.

1. Training Technical Support & Capability Building

• Ensure sales teams customers and channel members receive appropriate LPG safety product knowledge service excellence merchandising and commercial training.

• Coordinate with technical and HSSE teams to support safe installations compliant equipment usage safe handling practices and adherence to industry standards across all channels and customer segments.

1. Reporting Forecasting & Performance Reviews

• Prepare and present national sales performance reports forecasts pipeline updates customer insights and action plans on a regular basis.

• Track Weekly Month-to-Date Year-to-Date and full-year performance against targets ensuring timely corrective actions where gaps arise.

• Lead regular sales performance review meetings and ensure accountability for delivery across territories and channels.

1. HSSE & Regulatory Compliance

• Ensure national compliance with LN 189 and all applicable LPG safety and regulatory requirements across customers installations distributors and sales operations.

• Champion safe LPG practices compliant bulk and packed LPG installations and responsible customer education across all channels.

• Promote the use of genuine LPG and support initiatives that address illegal refilling and related safety risks.

• Ensure all business is conducted in full compliance with the Code of Ethics Group values and internal policies.

1. Additional Responsibilities

1. • Undertake any other duties as assigned in support of national LPG commercial objectives and business performance.

Qualifications & Experience

• Bachelors degree in Business Administration Marketing Commerce Engineering or a related field. Post graduate qualifications will be an added advantage.

• Minimum of ten (10) years experience in sales commercial management business development or key account management preferably in LPG energy FMCG industrial or B2B sectors.

• At least five (5) years experience leading sales teams territories channels or national commercial portfolios.

• Proven track record in delivering sales growth margin improvement customer acquisition channel development and strategic account management.

• Strong negotiation commercial analysis strategic planning leadership and relationship management skills.

• Proficiency in Microsoft Office applications and sales performance reporting tools.

Working Conditions

• Extensive travel within the country to lead sales teams engage strategic customers review territories and develop new business opportunities.

• Office-based responsibilities include national planning reporting forecasting commercial reviews internal coordination and leadership meetings.

Physical & Other Requirements

• Strong business acumen financial awareness integrity and strategic commercial judgement.

• Results-driven leader with excellent communication negotiation coaching and stakeholder management skills.

Job Location

To be based in Nairobi with responsibility for national sales operations and regular travel across the country.

Organisation

• A team of 8 Sales individuals (Territory Managers Regional Managers and Sales Admin Support) is reporting to the Sales Manager LPG.

• The Sales Manager LPG reports to the General Manager LPG for East and Southern Africa.