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 company’s 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

•  Bachelor’s 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;