Reports To

LPG Sales Manager

Department

LPG – Commercial & Industrial

Location

Position 1: Nairobi  |  Position 2: Mombasa

JOB PURPOSE

Our client is a leading energy marketing company operating across East and Southern Africa, commercialising LPG in cylinders and in bulk under recognised consumer brands to domestic, commercial, and industrial customers. They seek to recruit two (2) LPG Territory Managers – C&I, based in Nairobi and Mombasa respectively, to drive LPG bulk and packed sales growth, profitability, and strategic account development within the Commercial & Industrial segments — including wholesale, agriculture, hotels & restaurants, industries, and services. The role is responsible for managing and expanding key commercial accounts, strengthening long-term partnerships, ensuring regulatory compliance with HSE standards, and delivering sustainable revenue growth within the assigned territory.

KEY RESPONSIBILITIES

1. Territory Sales & Revenue Growth

• Achieve and exceed territory sales targets within the C&I segments, in line with the company’s LPG Sales Policy. 
• Drive volume growth and margin optimisation for LPG and related commercial solutions across the territory.

2. Key Account Management

• Serve as the primary point of contact for all C&I-related matters within the assigned geographical territory, anticipating client needs and resolving concerns promptly.
•  Manage and grow relationships with regional hotel chains, restaurant groups, catering companies, and other commercial and industrial clients.
•  Conduct structured business reviews with key accounts to manage profitability and identify expansion opportunities.
• Ensure high levels of customer satisfaction, retention, and contract renewals.

3. Business Development

• Develop and manage an indicator portfolio (installers, architects, etc.) for Professional Bulk and Packed C&I markets to build a quality prospect pipeline.
• Prospect, vet, and onboard new bulk and packed C&I accounts within the territory, ensuring compliance with applicable LPG sales policy and all legal and technical constraints.
• Develop strategic partnerships with high-volume and multi-branch establishments.
• Recruit new clients and identify new project opportunities within the assigned territory.

4. Account & Credit Management

•  Oversee Trade Accounts Receivables (TAR) in line with approved credit policies.
• Ensure timely collections and effective credit risk management across all C&I accounts.

5. Market Intelligence & Competitive Analysis

• Monitor market trends, competitor activities, pricing structures, and customer consumption patterns within the territory.
• Provide insights and recommendations to enhance competitive positioning and pricing strategies.
   

6. Supply & Demand Coordination

• Collaborate with operations and logistics teams to ensure reliable, uninterrupted supply to commercial customers within the territory.
• Analyse consumption data to support accurate forecasting and stock planning.

7. Client Engagement & Field Operations

• Prepare and execute monthly contact plans, providing weekly feedback to the LPG Sales Manager.
• Assess service delivery standards, safety compliance, equipment usage, and brand visibility at client sites.

8. Training & Technical Support

• Coordinate and facilitate LPG safety, product knowledge, and service excellence training for C&I customers within the territory.
• Ensure adherence to industry standards and safe LPG handling practices
    

9. Reporting & Performance Management

• Provide regular sales performance reports (daily, weekly, and monthly)
• Track targets and Month-to-Date (MTD) performance to ensure delivery of annual objectives.

10. HSSE & Regulatory Compliance

• Ensure compliance with LN 100 and all applicable LPG and safety regulations across all commercial accounts.
• Promote LPG Safety Best Practices within the C&I customer base.
• Champion the use of genuine LPG within the territory by communicating risks associated with illegal refilling activities.
• Ensure all business activities are conducted in full compliance with the company’s Code of Ethics.

11. Additional Responsibilities

• Undertake any other duties as assigned in support of national commercial objectives.

KEY COMPETENCIES

• B2B Sales & Key Account Management
• Commercial Business Development & Pipeline Management
• Negotiation & Strategic Relationship Management
• Credit & Accounts Receivables Management
• Market Intelligence & Competitive Awareness
• LPG Product Knowledge & Technical Aptitude
• HSSE Compliance & Regulatory Knowledge
• Reporting, Forecasting & Performance Tracking
• Strong Business Acumen & Results Orientation
• Integrity, Ethics & Professionalism

Requirements

QUALIFICATIONS AND EXPERIENCE

• A Bachelor’s degree in Business Administration, Marketing, Engineering (preferably Mechanical Engineering), or a related field.
• A minimum of 3–5 years’ experience in sales, commercial business development, or key account management, preferably within the B2B sector.
• Proven experience managing key accounts or corporate accounts is a strong advantage.
• Experience recruiting new clients and identifying new commercial projects.
• Experience working with international or multinational companies is strongly preferred, as this is a senior role.
• Mechanical Engineers with strong commercial acumen are expressly welcome to apply.
• Good at creating and managing a quality prospect pipeline.
• Strong negotiation, strategic planning, and relationship management skills.
• Proficiency in Microsoft Office applications (Word, Excel, Outlook).
• Candidates must be based in the specified location (Nairobi or Mombasa).