The Regional Sales Manager is responsible for managing the customer and distributor portfolio to deliver results, specifically financial (margin/cost) and non-financial (volume/debt/business growth) LPG business targets. This is achieved through disciplined and effective implementation of execution plans across the assigned region.
Key Responsibilities
Portfolio Management: Manage customer/distributor portfolios to achieve business targets and conduct weekly sales reviews with area managers.
Strategic Planning: Develop and implement LPG business plans and strategies in Kenya aligned with company direction to grow market share.
Route-to-Market (RTM): Monitor and improve RTM structures to increase market coverage and product penetration.
Stock & Asset Control: Monitor distributor stocks to minimize loss, increase cylinder turnaround, and control revalidation costs.
Performance Reporting: Provide weekly and monthly summaries of sales achievements and provide accurate sales forecasts for production and logistics planning.
Market Intelligence: Conduct active market assessments and report on market development, competitor activities, market shares, and pricing.
Marketing Support: Implement LPG marketing propositions and promotions in collaboration with the Marketing department.
Training & Auditing: Conduct technical and commercial training for distributors, retailers, and customers; perform regular audits for HSE and regulatory compliance.
Team Leadership: Recruit, train, coach, and appraise regional team members including Area Managers and Territory Representatives.
Logistics Coordination: Work closely with logistics and operations teams to ensure timely product delivery to distributors.
Regulatory & Lobbying: Participate in lobby efforts with government stakeholders to enhance the LPG regulatory framework.
Business Development: Identify and develop new distribution partnerships targeting wholesalers and retailers.
Requirements
Education: Bachelor’s degree, preferably in Sales or Marketing.
Experience: At least 5 years’ work experience in Sales & Marketing field achieving stretched targets.
Industry Experience: Previous experience in FMCG channel/distributor management is highly preferred.
Technical Skills: Proven experience in RTM development, selling, negotiation, and marketing strategy.
Leadership: Strong team leadership and accountability management skills.
Knowledge: Solid business knowledge, including budgeting and sales planning.
How to Apply
Interested and qualified candidates should apply online through the Proto Energy PeopleHum HRIS portal.
