The Regional Sales Manager at Proto Energy is responsible for managing a portfolio of customers and distributors to deliver financial and non-financial LPG business targets. This involves a disciplined and effective implementation of execution plans, including volume growth, debt management, and business expansion. The role requires providing strategic leadership to area managers and territory teams to ensure maximum market coverage and product penetration.
Key Responsibilities
Portfolio Management: Manage customer/distributor portfolios to achieve financial (margin/cost) and non-financial (volume/debt/growth) targets.
Sales Strategy: Develop and implement LPG business plans in Kenya, aligned with the company's overall strategy to grow market share.
Performance Monitoring: Conduct weekly sales reviews with area managers, providing summaries of achievements and identifying areas for improvement.
Market Analysis: Perform active assessments of market developments, competitor activities, pricing, and product penetration.
Route-to-Market (RTM): Monitor and report on the effectiveness of the RTM structure and propose improvements for better coverage.
Stock & Inventory Control: Monitor distributor stocks to minimize loss, increase cylinder turnaround, and control revalidation costs.
Forecasting: Provide accurate sales forecasts for production and logistics planning.
Marketing & Promotions: Implement LPG marketing propositions and promotions with support from the Marketing department.
Training & Compliance: Conduct product, commercial, and technical training for distributors and retailers. Ensure compliance with safety and regulatory requirements.
Team Leadership: Appraise regional team performance, provide coaching, and identify performance gaps. Lead the recruitment for Area Managers and Territory Representatives.
Logistics Coordination: Work closely with logistics and operations teams to ensure timely product delivery to distributors.
Partnership Development: Identify and develop new distribution partnerships with wholesalers and retailers.
Requirements and Qualifications
Education: Bachelor’s degree, preferably in Sales or Marketing.
Experience: At least 5 years’ work experience in the Sales & Marketing field, preferably in FMCG channel/distributor management, with a track record of achieving stretched targets.
Functional Skills: Experience in RTM development, selling & negotiation, marketing strategy, and customer relationship management (CRM).
Leadership: Strong team leadership and accountability management skills.
Business Knowledge: Proficient in budgeting, sales planning, and market awareness.
How to Apply
Interested and qualified candidates should apply online through the PeopleHum portal by clicking the following link: Apply Now
