LPG Territory Manager – Channel

KEY RESPONSIBILITIES

Sales & Revenue Growth

• Achieve and exceed assigned sales targets for LPG and accessories within the territory.
• Implement territory sales plans to drive volume growth and profitability.
• Demonstrate hands-on capability in increasing sales volumes through structured route-to-market execution.

Territory & Channel Management

• Oversee and manage the assigned territory with daily performance monitoring.
• Serve as the primary point of contact for all LPG Channel-related matters within the territory, anticipating needs and addressing concerns promptly.
• Define and optimise the Route to Market to address market opportunities, including the right number of distributors, POS network mapping, and end-customer CVP delivery.
• Identify new market opportunities and expand market coverage across the assigned counties.
• Manage, develop, retain, and build loyalty among Channel Partners (Distributors and POS).
• Develop distributors’ logistics and sales capability for safe and sustainable growth.
• Vet, recruit, and onboard new distributors, supporting them in developing their networks of Points of Sale and indirect C&I customers.
• Collaborate with internal teams (marketing, operations, distribution, finance) to ensure client deliverables are met and issues are resolved.

Market Intelligence

• Gather, analyse, and share market and competitor intelligence to inform sales and marketing strategies.
• Monitor and understand Route to Market dynamics, distribution gaps, and competitive activity in the territory.

Account & Credit Management

•  Conduct regular field visits to existing and prospective channel members.
• Ensure timely collections and maintain healthy account balances across all channel partners.

Metal & Stock Management

• Monitor and optimise stock levels at Distributor and Points of Sale to maximise sales and prevent stock-outs or overstocking. 
•  Monitor the use of company assets (cages, cylinders, etc.) throughout the channel to ensure optimum control and return on investment.

Field Operations

• Conduct regular field visits to existing and prospective channel members
• Evaluate product placement, visibility, and merchandising standards across the territory.

Training & Support

• Coordinate and facilitate regular training sessions on customer service, LPG safety standards, and product knowledge for channel members.
• Coordinate, monitor performance of, and coach Distributor Sales Representatives (DSRs) assigned to the territory.

Reporting & Performance Tracking

• Submit daily sales reports and weekly commitment files.
• Monitor monthly targets and Month-to-Date (MTD) performance to ensure goal alignment and timely corrective action.

HSSE & Regulatory Compliance

• Ensure compliance with LN 100 and all applicable LPG industry regulations among distributors and POS.
• Promote LPG Safety Best Practices within all channel members.
• Champion the use of genuine LPG across the channel and key stakeholders in the territory, communicating risks created by illegal refilling activities.
• Ensure all business activities are conducted in full compliance with the company’s Code of Ethics.

KEY COMPETENCIES 

• Channel Sales & Distributor Management
• Route to Market Knowledge & Execution
• Volume Growth & Sales Performance Management
• Territory & Account Management
• Stock & Asset Management (Metal / Cylinder Tracking)
• LPG Product Knowledge & Safety Standards
• Training, Coaching & Capability Development
• Market Intelligence & Competitor Analysis
• HSSE Compliance & Ethical Conduct
• Reporting & Performance Tracking
• Strong Integrity & Compliance Mindset

Requirements

•  Bachelor’s degree in Business Administration, Marketing, or a related field.
• A minimum of 3 years’ experience in sales and marketing, and not more than 5 years’ total sales experience.
• Demonstrated understanding of route-to-market strategy and hands-on experience driving sales volume growth.
• Experience in the FMCG sector is strongly preferred; LPG industry experience is an added advantage.
• Must demonstrate strong values around ethics and compliance.
• Young, dynamic, and open to learning;
• Strong selling, negotiation, and relationship management skills.
• Proficiency in Microsoft Office applications (Word, Excel, Outlook).
• Candidates must be willing to relocate to the assigned region;