Fuel Card Sales Manager

Our client is one of the countrys leading petroleum marketing companies operating an extensive network of service stations and delivering a wide range of fuel lubricant and energy solutions to retail and commercial customers. The Fuel Card business is a critical and growing commercial segment enabling fleet operators corporates and SMEs to manage fuel spend efficiently and transparently. They seek to hire a Fuel Card Sales Manager responsible for driving the overall sales marketing and business development strategy for fuel card portfolio. The role holder will lead and develop a high-performing sales team grow the active client base ensure competitive product positioning and deliver sustainable revenue growth while maintaining strong client relationships and sound receivables management.

1. Sales Strategy & Target Achievement

• Drive the achievement of fuel card sales volumes revenue and client acquisition targets across Kenya.
  
• Develop and implement a structured sales strategy that identifies and converts high-potential fleet corporate and SME prospects.
  
• Monitor sales pipeline performance conversion rates and account growth metrics providing regular reporting to senior management.
  
• Design and execute field sales action plans to ensure broad geographic coverage and systematic market penetration.
  

2. Team Leadership & Performance Management

• Lead coach and manage the Fuel Card Territory Managers and the Fuel Card Retail Coordinator to deliver against set targets.
  
• Establish clear individual performance targets and conduct structured reviews to drive accountability and continuous improvement.
  
• Identify capability gaps within the team and coordinate relevant training and development interventions.
  
• Foster a high-performance customer-centric sales culture anchored in integrity discipline and results orientation.
  

3. Product Positioning & Pricing

• Provide strategic guidance on fuel card product pricing discount structures and value-added offerings to ensure competitiveness in the market.
  
• Work closely with internal stakeholders to refine the fuel card product suite in response to evolving customer needs and competitor activity.
  
• Benchmark fuel card offerings against market competitors and recommend adjustments to maintain a strong value proposition.
  

4. Marketing Campaigns & Promotions

• Partner with the Communications and Marketing teams to design and execute innovative promotional campaigns that increase brand visibility and fuel card uptake.
  
• Develop targeted marketing activations for key customer segments including fleet operators logistics companies and corporate accounts.
  
• Support the development of sales collateral digital content and channel-specific promotional materials that effectively communicate product benefits.
  

5. Client Relationship Management

• Build and maintain strategic relationships with key corporate accounts fleet operators and channel partners to ensure retention and account growth.
  
• Act as an escalation point for major client issues working collaboratively with internal teams to resolve concerns promptly and professionally.
  
• Conduct regular client engagement reviews to assess satisfaction levels identify upselling opportunities and secure long-term contract renewals.
  

6. Trade Receivables & Credit Management

• Oversee the management of trade accounts receivable for the fuel card portfolio in strict compliance with company credit policy.
  
• Work with the finance and credit control teams to monitor outstanding balances enforce credit limits and resolve collection issues in a timely manner.
  
• Proactively identify accounts with elevated credit risk and implement appropriate mitigation measures in conjunction with the credit team.
  

7. Reporting & Business Intelligence

• Prepare and present regular sales performance reports market analysis and revenue forecasts to the Fuel Sales Manager and relevant leadership forums.
  
• Leverage CRM and sales data to generate actionable insights that inform strategic decisions and resource allocation.
  
• Track key performance indicators across the fuel card portfolio including volume sold active card counts client retention rates and receivables aging.
  

• Commercial Acumen & Sales Execution
  
• Team Leadership & People Development
  
• Strategic Thinking & Market Analysis
  
• Product Pricing & Competitive Positioning
  
• Credit & Receivables Management
  
• Communication & Stakeholder Engagement
  
• Drive for Results & Accountability
  

Requirements

• Bachelors degree in Marketing Business Administration Finance or a related field.
  
• Minimum of eight (8) years of progressive experience in sales and business development with at least three (3) years in a middle management or team leadership role.
  
• Demonstrated experience in fuel card sales fleet solutions commercial fuel or a closely related B2B sales environment is strongly preferred.
  
• Proven track record of meeting or exceeding sales targets and managing high-performing sales teams.
  
• Strong understanding of the petroleum / downstream energy sector in Kenya is an added advantage.
  
• Experience in credit management and trade receivables within a sales environment.
  
• Proficiency in MS Office Suite; familiarity with CRM systems and sales reporting tools is desirable.
  
• Excellent communication negotiation and interpersonal skills with the ability to engage effectively at all levels.
  
• Self-driven results-oriented and able to manage multiple priorities in a fast-paced field-intensive environment.