Fuel Card Sales Manager

Our
client is one of the country's 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

• Bachelor's
  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.