C& I Territory Manager (Nairobi)

Job Purpose

To drive growth in bulk fuel sales volumes and margins (both white and black fuels) within the Commercial & Industry (C&I) segment, ensuring profitability and alignment with set budgets in the assigned region.

Key Responsibilities

Reporting to the C&I Sales Manager, the role will be responsible for:

• Achieving or exceeding sales targets (volumes and margins) within the assigned territory by setting and tracking account-level targets
• Initiating, preparing, and coordinating the execution of sales contracts/agreements in liaison with legal and line management, ensuring profitability checks are met
• Managing the end-to-end customer order process from receipt to delivery through close coordination with customer care and operations teams
• Maintaining and managing a clean Trade Accounts Receivable (TAR) portfolio in line with company policy
• Overseeing the account opening process, including vetting new customer applications, determining credit terms, and conducting periodic reviews
• Ensuring timely and effective resolution of customer complaints and concerns to enhance customer satisfaction
• Driving brand awareness within the commercial fuels sector
• Generating sales leads and monitoring conversion into actual business
• Gathering market intelligence to inform pricing, product specifications, promotions, and negotiation strategies
• Maintaining accurate records of Commercial & Industry clients
• Conducting regular visits to existing and potential clients to assess needs and promote products and services

Requirements

• Bachelor’s Degree in a Business-related field from a recognized university
• Minimum of 3 years’ experience in sales or marketing
• Strong analytical, negotiation, and communication skills with the ability to sell in a competitive environment
• High level of integrity, self-motivation, and ability to work independently with minimal supervision
• Proven experience in delivering high-level technical presentations
• Demonstrated track record in sales and negotiation
• Proficiency in Microsoft Office and ERP systems

• Achieving or exceeding sales targets (volumes and margins) within the assigned territory by setting and tracking account-level targets
• Initiating, preparing, and coordinating the execution of sales contracts/agreements in liaison with legal and line management, ensuring profitability checks are met
• Managing the end-to-end customer order process from receipt to delivery through close coordination with customer care and operations teams
• Maintaining and managing a clean Trade Accounts Receivable (TAR) portfolio in line with company policy
• Overseeing the account opening process, including vetting new customer applications, determining credit terms, and conducting periodic reviews
• Ensuring timely and effective resolution of customer complaints and concerns to enhance customer satisfaction
• Driving brand awareness within the commercial fuels sector
• Generating sales leads and monitoring conversion into actual business
• Gathering market intelligence to inform pricing, product specifications, promotions, and negotiation strategies
• Maintaining accurate records of Commercial & Industry clients
• Conducting regular visits to existing and potential clients to assess needs and promote products and services

• Strong analytical skills
• Negotiation skills
• Communication skills
• Ability to sell in a competitive environment
• High level of integrity
• Self-motivation
• Ability to work independently with minimal supervision
• Proven experience in delivering high-level technical presentations
• Demonstrated track record in sales and negotiation
• Proficiency in Microsoft Office
• Proficiency in ERP systems

• Bachelor’s Degree in a Business-related field from a recognized university