LPG Territory Manager – C&I

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.

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

• 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.
  

• 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.
  
  

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

• 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.
  
  

• 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.
  

• 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.
  

• 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
  
  

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

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

  
  

• 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

• A Bachelors degree in Business Administration Marketing Engineering (preferably Mechanical Engineering) or a related field.
  
• A minimum of 35 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).