Fuel Card Sales Manager

KEY RESPONSIBILITIES:

Sales Strategy & Target Achievement

• Drive the achievement of fuel card sales volumes, revenue, and client acquisition targets across Kenya.
• Develop and implement a structured sales strategy that identifies and converts high-potential fleet, corporate, and SME prospects.
• Monitor sales pipeline performance, conversion rates, and account growth metrics, providing regular reporting to senior management.
• Design and execute field sales action plans to ensure broad geographic coverage and systematic market penetration.

 Team Leadership & Performance Management

• Lead, coach, and manage the Fuel Card Territory Managers and the Fuel Card Retail Coordinator to deliver against set targets.
• Establish clear individual performance targets and conduct structured reviews to drive accountability and continuous improvement.
• Identify capability gaps within the team and coordinate relevant training and development interventions.
• Foster a high-performance, customer-centric sales culture anchored in integrity, discipline, and results orientation.

Product Positioning & Pricing

• Provide strategic guidance on fuel card product pricing, discount structures, and value-added offerings to ensure competitiveness in the market.
• Work closely with internal stakeholders to refine the fuel card product suite in response to evolving customer needs and competitor activity.
• Benchmark fuel card offerings against market competitors and recommend adjustments to maintain a strong value proposition.

 Marketing, Campaigns & Promotions

• Partner with the Communications and Marketing teams to design and execute innovative promotional campaigns that increase brand visibility and fuel card uptake.
• Develop targeted marketing activations for key customer segments, including fleet operators, logistics companies, and corporate accounts.
• Support the development of sales collateral, digital content, and channel-specific promotional materials that effectively communicate product benefits.

Client Relationship Management

• Build and maintain strategic relationships with key corporate accounts, fleet operators, and channel partners to ensure retention and account growth.
• Act as an escalation point for major client issues, working collaboratively with internal teams to resolve concerns promptly and professionally.
• Conduct regular client engagement reviews to assess satisfaction levels, identify upselling opportunities, and secure long-term contract renewals.

Trade Receivables & Credit Management

• Oversee the management of trade accounts receivable for the fuel card portfolio in strict compliance with company credit policy.
• Work with the finance and credit control teams to monitor outstanding balances, enforce credit limits, and resolve collection issues in a timely manner.
• Proactively identify accounts with elevated credit risk and implement appropriate mitigation measures in conjunction with the credit team.

Reporting & Business Intelligence

• Prepare and present regular sales performance reports, market analysis, and revenue forecasts to the Fuel Sales Manager and relevant leadership forums.
• Leverage CRM and sales data to generate actionable insights that inform strategic decisions and resource allocation.
• Track key performance indicators across the fuel card portfolio including volume sold, active card counts, client retention rates, and receivables aging.

KEY COMPETENCIES:

• Commercial Acumen & Sales Execution
• Team Leadership & People Development
• Strategic Thinking & Market Analysis
• Product Pricing & Competitive Positioning
• Credit & Receivables Management
• Communication & Stakeholder Engagement
• Drive for Results & Accountability

Requirements

• Bachelor's degree in Marketing, Business Administration, Finance, or a related field.
• Minimum of eight (8) years of progressive experience in sales and business development, with at least three (3) years in a middle management or team leadership role.
• Demonstrated experience in fuel card sales, fleet solutions, commercial fuel, or a closely related B2B sales environment is strongly preferred.
• Proven track record of meeting or exceeding sales targets and managing high-performing sales teams.
• Strong understanding of the petroleum / downstream energy sector in Kenya is an added advantage.
• Experience in credit management and trade receivables within a sales environment.
• Proficiency in MS Office Suite; familiarity with CRM systems and sales reporting tools is desirable.
• Excellent communication, negotiation, and interpersonal skills, with the ability to engage effectively at all levels.
• Self-driven, results-oriented, and able to manage multiple priorities in a fast-paced, field-intensive environment.