Field Based Account Manager - LPG Packed Sales

Role Overview

Lead packed LPG sales across an assigned territory in Kenya, working through appointed distributors to grow customer reach, volumes and market share. The role combines commercial planning with hands-on distributor and customer management, while protecting profitability, controlling credit and cylinder assets, and ensuring safe, reliable service in a fast-changing market.

Key Responsibilities

• Deliver regional targets for sales volume, margin, costs, EBITDA, debt and business growth by turning LPG plans into focused activity with distributors.
• Manage distributor performance and customer portfolios using established sales tools; develop territory plans with clear, stretching objectives for both the business and each distributor.
• Review and improve the route to market to strengthen coverage, sales effectiveness and LPG penetration, including collaboration with retail teams to identify shared opportunities.
• Protect cylinder assets by increasing cylinder circulation, reducing losses into the grey market, and managing revalidation costs.
• Apply company credit controls, complete customer credit reviews when due, pursue overdue balances within agreed terms, and ensure invoices and statements are issued promptly and disputes are resolved.
• Prepare reliable sales forecasts for supply planning, coordinate with distribution to support timely deliveries, and track market size, competitor activity, pricing and customer opportunities.
• Work with Marketing on territory promotions and customer events, and encourage pre-payment options among smaller-volume customers and resellers.
• Train distributors, their teams, points of sale and other customers in LPG product knowledge and safe handling; conduct distributor and point-of-sale audits and complete assigned HSSE activities.
• Support engagement with government and industry stakeholders to encourage sound LPG practices and effective regulation, and address customers’ technical requirements.

Requirements & Qualifications

• Bachelor’s degree, preferably in Business or Marketing.
• At least five years of experience in sales and marketing.
• Practical experience managing FMCG channels or distributors, including selling, negotiation and customer relationship management.
• Experience contributing to marketing strategy and managing a team.
• Strong communication and problem-solving skills.
• Ability to monitor a competitive market, respond quickly to changing conditions and build productive relationships with distributors, customers and internal teams.