LPG Territory Manager – Commercial & Industrial (C&I)

Job Context

LPG (Liquefied Petroleum Gas) is a portable, cleaner, and efficient energy source that is readily available to consumers worldwide. Its unique properties make it a versatile energy source, suitable for more than 1,000 applications.

The company supplies LPG in cylinders and bulk to a wide range of Commercial & Industrial (C&I) customers, including hotels, restaurants, catering, industries, and service providers. The business operates across multiple countries in East and Southern Africa, aiming to sustainably grow LPG adoption and market share.

Job Purpose

To drive bulk and packed LPG sales growth, profitability, and strategic account development within the Commercial & Industrial (C&I) segments. The role focuses on managing and expanding key commercial accounts, strengthening long-term partnerships, ensuring regulatory compliance with HSE standards and company values, and delivering sustainable revenue growth.

Implement the LPG Sales & Marketing strategy for C&I within the assigned territory.

Key Duties and Responsibilities

1. Territory Sales & Revenue Growth

Achieve and exceed territory sales targets within the C&I segments.

Drive volume growth and margin optimization for LPG and related commercial solutions across the territory.

2. Key Account Management

Serve as the primary point of contact for C&I accounts in the territory, anticipating needs and addressing concerns promptly.

Manage and grow relationships with hotel chains, restaurant groups, catering companies, and other commercial and industrial clients.

Conduct structured business reviews with key accounts to optimize profitability and identify expansion opportunities.

Ensure high levels of customer satisfaction, retention, and contract renewals.

3. Business Development

Develop and manage a portfolio of professional contacts (installers, architects, etc.) in the C&I market.

Prospect, vet, and onboard new bulk and packed C&I accounts in compliance with all legal and technical requirements for LPG storage.

Build strategic partnerships with high-volume and multi-branch establishments.

4. Account & Credit Management

Oversee trade accounts receivables in line with approved credit policies.

Ensure timely collections and effective credit risk management across all C&I accounts.

5. Market Intelligence & Competitive Analysis

Monitor market trends, competitor activities, pricing structures, and customer consumption patterns.

Provide insights to enhance competitive positioning, customer value propositions, and pricing strategies.

6. Supply & Demand Coordination

Collaborate with operations and logistics teams to ensure reliable, uninterrupted supply to commercial customers.

Analyze consumption data to support accurate forecasting and stock planning.

7. Client Engagement & Field Operations

Prepare and execute a monthly contact plan, providing weekly feedback to the LPG Sales Manager.

Assess service delivery standards, safety compliance, equipment usage, and brand visibility.

8. Training & Technical Support

Coordinate and facilitate LPG safety, product knowledge, and service excellence training for C&I customers.

Ensure adherence to industry standards and safe handling practices.

9. Reporting & Performance Management

Provide regular sales performance reports (daily, weekly, monthly).

Track targets and month-to-date performance to ensure delivery of annual objectives.

10. HSSE & Regulatory Compliance

Ensure compliance with all applicable LPG and safety regulations across commercial accounts.

Ensure proper installation of LPG storage in bulk and packed formats at customer sites.

Promote LPG safety best practices and champion the use of genuine LPG products.

Ensure business is conducted in full compliance with company ethics and regulatory standards.

11. Additional Responsibilities

Undertake other duties as assigned in support of national commercial objectives.

Qualifications & Experience

Bachelor’s degree in Business Administration, Marketing, Engineering, or a related field.

Minimum of 3 years’ experience in sales, commercial business development, or key account management in B2B sectors.

Proven experience managing key accounts is an advantage.

Strong negotiation, strategic planning, and relationship management skills.

Proficiency in Microsoft Office applications (Word, Excel, Outlook).

Working Conditions

Extensive travel within the region to manage key accounts and develop new business opportunities.

Office-based responsibilities include planning, reporting, forecasting, and internal coordination.

Physical & Other Requirements

Good physical, mental, and overall health.

Strong business acumen and strategic commercial awareness.

Results-driven with excellent interpersonal and stakeholder management skills.

Job Location (2 Positions)

Nairobi Region – covering key commercial hubs in the region.

Mombasa Region – covering key commercial hubs in the coastal region.