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 company’s 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 company’s Code of Ethics.
  
• 
  

• 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 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).