LPG Territory Manager – Channel

Our client is a leading energy marketing company operating across East and Southern Africa commercialising LPG in cylinders under recognised consumer brands via a network of distributors retail stations and points of sale. They seek to recruit three (3) LPG Territory Managers Channel based in Embu (Mt. Kenya Region) Nakuru City (Rift Region) and Mombasa (Coast Region) respectively. The role is responsible for driving sustainable growth in packed LPG sales volumes and margins across the assigned territory by effectively managing Channel Partners Distributors and Points of Sale (retail stations supermarkets and resellers) while ensuring compliance with Group Safety Standards and Code of Ethics operational excellence and sustainable account development.

1. Sales & Revenue Growth

• Achieve and exceed assigned sales targets for LPG and accessories within the territory.
  
• Implement territory sales plans to drive volume growth and profitability.
  
• Demonstrate hands-on capability in increasing sales volumes through structured route-to-market execution.
  

• Oversee and manage the assigned territory with daily performance monitoring.
  
• Serve as the primary point of contact for all LPG Channel-related matters within the territory anticipating needs and addressing concerns promptly.
  
• Define and optimise the Route to Market to address market opportunities including the right number of distributors POS network mapping and end-customer CVP delivery.
  
• Identify new market opportunities and expand market coverage across the assigned counties.
  
• Manage develop retain and build loyalty among Channel Partners (Distributors and POS).
  
• Develop distributors logistics and sales capability for safe and sustainable growth.
  
• Vet recruit and onboard new distributors supporting them in developing their networks of Points of Sale and indirect C&I customers.
  
• Collaborate with internal teams (marketing operations distribution finance) to ensure client deliverables are met and issues are resolved.
  

• Gather analyse and share market and competitor intelligence to inform sales and marketing strategies.
  
• Monitor and understand Route to Market dynamics distribution gaps and competitive activity in the territory.
  

• Conduct regular field visits to existing and prospective channel members.
  
• Ensure timely collections and maintain healthy account balances across all channel partners.
  

• Monitor and optimise stock levels at Distributor and Points of Sale to maximise sales and prevent stock-outs or overstocking.
  
• Monitor the use of company assets (cages cylinders etc.) throughout the channel to ensure optimum control and return on investment.
  

• Conduct regular field visits to existing and prospective channel members
  
• Evaluate product placement visibility and merchandising standards across the territory.
  
  

• Coordinate and facilitate regular training sessions on customer service LPG safety standards and product knowledge for channel members.
  
• Coordinate monitor performance of and coach Distributor Sales Representatives (DSRs) assigned to the territory.
  
  

• Submit daily sales reports and weekly commitment files.
  
• Monitor monthly targets and Month-to-Date (MTD) performance to ensure goal alignment and timely corrective action.
  

• Ensure compliance with LN 100 and all applicable LPG industry regulations among distributors and POS.
  
• Promote LPG Safety Best Practices within all channel members.
  
• Champion the use of genuine LPG across the channel and key stakeholders in the territory communicating risks created by illegal refilling activities.
  
• Ensure all business activities are conducted in full compliance with the companys Code of Ethics.
  
  

• Channel Sales & Distributor Management
  
• Route to Market Knowledge & Execution
  
• Volume Growth & Sales Performance Management
  
• Territory & Account Management
  
• Stock & Asset Management (Metal / Cylinder Tracking)
  
• LPG Product Knowledge & Safety Standards
  
• Training Coaching & Capability Development
  
• Market Intelligence & Competitor Analysis
  
• HSSE Compliance & Ethical Conduct
  
• Reporting & Performance Tracking
  
• Strong Integrity & Compliance Mindset
  
  

Requirements

• Bachelors degree in Business Administration Marketing or a related field.
  
• A minimum of 3 years experience in sales and marketing and not more than 5 years total sales experience.
  
• Demonstrated understanding of route-to-market strategy and hands-on experience driving sales volume growth.
  
• Experience in the FMCG sector is strongly preferred; LPG industry experience is an added advantage.
  
• Must demonstrate strong values around ethics and compliance.
  
• Young dynamic and open to learning;
  
• Strong selling negotiation and relationship management skills.
  
• Proficiency in Microsoft Office applications (Word Excel Outlook).
  
• Candidates must be willing to relocate to the assigned region;