KEY RESPONSIBILITIES

 Territory Sales & Revenue Growth

• Achieve and exceed territory sales targets within the C&I segments, in line with the company’s LPG Sales Policy. 
• Drive volume growth and margin optimisation for LPG and related commercial solutions across the territory.

 Key Account Management

• Serve as the primary point of contact for all C&I-related matters within the assigned geographical territory, anticipating client needs and resolving concerns promptly.
•  Manage and grow relationships with regional hotel chains, restaurant groups, catering companies, and other commercial and industrial clients.
•  Conduct structured business reviews with key accounts to manage profitability and identify expansion opportunities.
• Ensure high levels of customer satisfaction, retention, and contract renewals.

Business Development

• Develop and manage an indicator portfolio (installers, architects, etc.) for Professional Bulk and Packed C&I markets to build a quality prospect pipeline.
• Prospect, vet, and onboard new bulk and packed C&I accounts within the territory, ensuring compliance with applicable LPG sales policy and all legal and technical constraints.
• Develop strategic partnerships with high-volume and multi-branch establishments.
• Recruit new clients and identify new project opportunities within the assigned territory.

Account & Credit Management

•  Oversee Trade Accounts Receivables (TAR) in line with approved credit policies.
• Ensure timely collections and effective credit risk management across all C&I accounts.

 Market Intelligence & Competitive Analysis

• Monitor market trends, competitor activities, pricing structures, and customer consumption patterns within the territory.
• Provide insights and recommendations to enhance competitive positioning and pricing strategies. 

Supply & Demand Coordination

• Collaborate with operations and logistics teams to ensure reliable, uninterrupted supply to commercial customers within the territory.
• Analyse consumption data to support accurate forecasting and stock planning.

 Client Engagement & Field Operations

• Prepare and execute monthly contact plans, providing weekly feedback to the LPG Sales Manager.
• Assess service delivery standards, safety compliance, equipment usage, and brand visibility at client sites.

 Training & Technical Support

• Coordinate and facilitate LPG safety, product knowledge, and service excellence training for C&I customers within the territory.
• Ensure adherence to industry standards and safe LPG handling practices

Reporting & Performance Management

• Provide regular sales performance reports (daily, weekly, and monthly)
• Track targets and Month-to-Date (MTD) performance to ensure delivery of annual objectives.

 HSSE & Regulatory Compliance

• Ensure compliance with LN 100 and all applicable LPG and safety regulations across all commercial accounts.
• Promote LPG Safety Best Practices within the C&I customer base.
• Champion the use of genuine LPG within the territory by communicating risks associated with illegal refilling activities.
• Ensure all business activities are conducted in full compliance with the company’s Code of Ethics.

Additional Responsibilities

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

KEY COMPETENCIES

• B2B Sales & Key Account Management
• Commercial Business Development & Pipeline Management
• Negotiation & Strategic Relationship Management
• Credit & Accounts Receivables Management
• Market Intelligence & Competitive Awareness
• LPG Product Knowledge & Technical Aptitude
• HSSE Compliance & Regulatory Knowledge
• Reporting, Forecasting & Performance Tracking
• Strong Business Acumen & Results Orientation
• Integrity, Ethics & Professionalism

Requirements

QUALIFICATIONS AND EXPERIENCE

• A Bachelor’s degree in Business Administration, Marketing, Engineering (preferably Mechanical Engineering), or a related field.
• A minimum of 3–5 years’ experience in sales, commercial business development, or key account management, preferably within the B2B sector.
• Proven experience managing key accounts or corporate accounts is a strong advantage.
• Experience recruiting new clients and identifying new commercial projects.
• Experience working with international or multinational companies is strongly preferred, as this is a senior role.
• Mechanical Engineers with strong commercial acumen are expressly welcome to apply.
• Good at creating and managing a quality prospect pipeline.
• Strong negotiation, strategic planning, and relationship management skills.
• Proficiency in Microsoft Office applications (Word, Excel, Outlook).
• Candidates must be based in the specified location (Nairobi or Mombasa).