Regional Sales Manager

Role Overview

The Regional Sales Manager is responsible for driving the growth and profitability of the LPG business within a specific region. This involves managing distributor relationships, leading sales teams, monitoring market trends, and ensuring that sales targets and safety standards are met through effective Route-to-Market strategies.

Key Responsibilities

• Manage customer / distributor portfolio to deliver financial (margin/cost) and non-financial (volume/debt/business growth) LPG business targets through disciplined implementation of execution plans.
• Conduct and report on weekly sales reviews with area managers and address areas of concern or improvement to achieve targets.
• Provide weekly and monthly summaries of sales achievements and areas of action to increase sales by distributors and area teams.
• Provide input in developing LPG business plans and strategies in Kenya, aligned with the business direction, to grow market share and implement the same in the assigned region.
• Monitor and report on the effectiveness of the Route-to-Market structure and propose improvements necessary to increase market coverage and product penetration.
• Oversee stock management: Monitor stocks with distributors specifically to minimize loss and increase cylinder turnaround and control cylinder revalidation costs.
• Provide accurate sales forecasts for production and logistics planning.
• Active market assessment and reporting on market development, competitor activities, market shares, pricing, and product penetration.
• Implement appropriate LPG marketing propositions & promotions, with support from the Marketing department.
• Conduct and support training (product, commercial, and technical training) for appointed distributors, their staff, retailers, and customers.
• Assist in conducting regular distributor/retailer audits for compliance with safety and regulatory requirements in LPG and cylinder handling.
• Assist in the planning and execution of distributor and customer events in collaboration with marketing and territory teams.
• Monitor distributor performance, effectiveness, and market coverage and implement mitigating measures to ensure target achievement.
• Appraise regional team performance, provide sales leadership, training, and coaching and identify performance gaps.
• Manage sales target management including Area Manager and Territory Rep recruitment.
• Work closely with logistics and operations teams to ensure timely delivery of products to distributors.
• Monitor regional team adherence to standards and take reinforcement measures to ensure compliance with company standards and policies.
• Train customers, retailers, distributors, and other stakeholders on product knowledge and HSE.
• Participate in lobby efforts with Government and other stakeholders to enhance the LPG Regulatory framework.
• Identify and develop new distribution partnerships targeting wholesalers and retailers.
• Partner with distributors to develop business plans with stretching objectives and targets to maximize business opportunities.

Required Skills and Qualifications

• Education: Bachelor’s degree preferably in Sales or Marketing.
• Experience: At least 5 years’ work experience in the Sales & Marketing field achieving stretched targets, preferably in FMCG channel/distributor management.
• Technical Skills: Experience in RTM (Route-to-Market) development, selling & negotiation, and marketing strategy.
• Soft Skills: Team leadership, accountability management, and customer relationship management.
• Knowledge: Business knowledge, budgeting, sales planning, and market awareness.

How to Apply

Interested and qualified candidates should apply online via the Proto Energy recruitment portal at peoplehum. Access the application link here: https://www.myjobmag.co.ke/apply-now/1215396 which will redirect you to the application platform (hris.peoplehum.com).