LPG Territory Manager – Channel
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New
Job summary
To drive sustainable growth in packed LPG sales volumes and margins, including related accessories, across the assigned territory.
Min Qualification:
Bachelors
Experience Level:
Mid level
Experience Length:
3 years
Job descriptions & requirements
Job Context
LPG (Liquefied Petroleum Gas) is a portable, cleaner, and efficient energy source that is readily available to consumers around the world. Its unique properties make it a versatile energy source which can be used in more than 1,000 different applications.
The company commercializes LPG in cylinders to domestic customers through a network of Distributors, Retail Stations, and Points of Sale (Channel). LPG is also supplied in cylinders and bulk to a wide range of commercial and industrial (C&I) customers.
The LPG business operates across multiple countries in East and Southern Africa and aims to sustainably and profitably grow LPG adoption across the region.
Job Purpose
To drive sustainable growth in packed LPG sales volumes and margins, including related accessories, across the assigned territory by effectively managing Channel Partners (Distributors and Points of Sale such as retail stations, supermarkets, and resellers) while ensuring compliance with safety standards, operational excellence, and sustainable account development.
Implement the LPG Sales and Marketing strategy through the Channel within the assigned territory.
Key Duties and Responsibilities
1. Sales & Revenue Growth
Achieve and exceed assigned sales targets for LPG and accessories.
Implement territory sales plans to drive volume growth and profitability.
2. Territory & Channel Management
Oversee and manage the assigned territory with daily performance monitoring.
Serve as the primary point of contact for LPG Channel-related matters within the assigned geographical territory, anticipating needs and addressing concerns promptly.
Collaborate with internal teams (marketing, operations, distribution, finance) to ensure client deliverables are met and issues are resolved.
Identify new market opportunities and expand market coverage.
Define the optimum Route to Market to address market opportunities (number of distributors, mapping of POS network, etc.) while ensuring value delivery to end customers and control of company assets (cages, cylinders).
Manage, develop, retain, and build loyalty with Channel Partners (Distributors, POS).
Develop distributors’ logistics and sales capabilities to grow safely and sustainably.
Vet, recruit, and onboard new distributors and support distributors in developing their network of Points of Sale and indirect C&I customers.
3. Market Intelligence
Gather, analyze, and share market and competitor intelligence to inform sales and marketing strategies.
4. Account & Credit Management
Manage trade accounts receivables in line with the approved credit policy.
Ensure timely collections and maintain healthy account balances.
5. Cylinder & Stock Management
Monitor and optimize stock levels at distributor and POS levels to optimize sales and prevent stock-outs or overstocking.
Monitor use of company assets (cages, cylinders) 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.
7. Training & Support
Coordinate and facilitate regular training sessions on customer service, LPG safety standards, and product knowledge for channel members.
Coordinate, monitor performance, 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 alignment with goals.
9. HSSE & Regulatory Compliance
Ensure compliance with all applicable LPG industry regulations among distributors and POS.
Ensure compliance with regulations on the installation of LPG storage and cylinder distribution at distributor and POS sites.
Promote LPG safety best practices within the channel network.
Champion the use of genuine LPG products across the channel and among key stakeholders by raising awareness about the risks of illegal refilling activities.
Ensure business is conducted in full compliance with the company’s Code of Ethics.
Qualifications & Experience
Bachelor’s degree in Business Administration, Marketing, or a related field.
Minimum of 3 years’ experience in sales and marketing. Experience in LPG, energy, or FMCG distribution is an added advantage.
Strong selling, negotiation, and relationship management skills.
Proficiency in Microsoft Office applications (Word, Excel, Outlook).
Working Conditions
The role involves frequent travel across assigned counties to manage customer relationships and develop new markets.
Office-based responsibilities include meetings, reporting, planning, and account management.
Physical & Other Requirements
Good physical, mental, and overall health.
Strong business acumen and commercial awareness.
Direct Reports
Functional reporting relationship with Distributor Sales Representatives (contractors) assigned to the territory.
Job Locations (3 Positions)
Mt. Kenya Region – Based in Embu
Coverage: Nyeri, Murang’a, Kirinyaga, Embu, Meru, Tharaka Nithi, Nanyuki, and Isiolo.
Rift Valley Region – Based in Nakuru
Coverage: Nakuru, Laikipia, Nyandarua, Narok, Bomet, Kericho, Samburu, and Baringo.
Coast Region – Based in Mombasa
Coverage: Mombasa, Kwale, Kilifi, Taita Taveta, Lamu, and Garissa
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