LPG Territory Manager – Channel (3 Positions)

Reports To

LPG Sales Manager

Department

LPG – Channel Sales

Direct Reports

Functional oversight of Distributor Sales Representatives (contractors) assigned to the territory

Location

Position 1: Embu – Mt. Kenya Region (Nyeri, Murang’a, Kirinyaga, Embu, Meru, Tharaka Nithi, Nanyuki, Isiolo)  |  Position 2: Nakuru City – Rift Region (Nakuru, Laikipia, Nyandarua, Narok, Bomet, Kericho, Samburu, Baringo)  |  Position 3: Mombasa – Coast Region (Mombasa, Kwale, Kilifi, Taita Taveta, Lamu, Garissa)

JOB PURPOSE

Our client is a leading energy marketing company operating across East and Southern Africa, commercializing LPG in cylinders under recognized 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.

KEY RESPONSIBILITIES

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.

2. Territory & Channel Management

•       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.

3. Market Intelligence

•       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.

4. Account & Credit Management

•       Manage Trade Accounts Receivables (TAR) in line with the approved credit policy.

•       Ensure timely collections and maintain healthy account balances across all channel partners.

5. Metal & Stock Management

•       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.

6. Field Operations

•       Conduct regular field visits to existing and prospective channel members.

•       Evaluate product placement, visibility, and merchandising standards across the territory.

7. Training & Support

•       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.

8. Reporting & Performance Tracking

•       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.

9. HSSE & Regulatory Compliance

•       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.

KEY COMPETENCIES

•       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

QUALIFICATIONS AND EXPERIENCE

•       A 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;