Retail Territory Manager-MT Kenya Trade Area

Location: Nairobi, Kenya
Openings: 1


Position Title : Retail Territory Manager-MT KENYA Trade Area

Reports to:Retail Sales Manager

Overall Job Function:

The LPG Sales Manager will lead the LPG team in driving our company’s LPG sales and marketing agenda in Kenya, which is a highly competitive and rapidly evolving market. Portfolio includes sale of both bulk, cylinder (bottled) gas, and accessories.

Principal Accountabilities:

  1. A) Customers
  2. Ensure consistent delivery of Customer Commitment by managing contract compliance using the Territory Manager Site Review (TMSR)
  3. B) People
  4. Identify gaps to Retailer competencies and delivery of Customer Commitment; coach, support and advise Retailers with the aid of appropriate tools
  5. Develop Retailer succession plans within the Territory ensuring Retailer pipeline is in place through active participation in recruitment and selection processes, and correct allocation of Co sites
  6. Ensuring that the Retailer trains and develops their staff, and understands the importance of People in delivering the Customer Commitment, sharing and coaching on company tools and processes as appropriate
  7. C) Shareholder
  8. Setting Retailer Business Plans to deliver sales and cost targets represented in annual T&R (including Fair Share Adjustment target)
  9. Review Retailer’s P&L statements, and support Retailer to develop action plans to close performance gaps
  10. D) HSSE
  11. Develop and maintain a strong HSSE culture within geographical area
  12. Deliver agreed HSSE targets for geographical area
  13. Protect Company’s interest by ensuring that all HSSE standards and procedural compliance are adhered to and stakeholder relationships are managed pro-actively
  14. E) Operational Excellence
  15. Plan and conduct site visits in accordance with Call Planning Cycle tool
  16. Ensure delivery of a competitive pricing position through fuel pricing procedures
  17. Implementation and ongoing support of Marketing and Network initiatives

Additional Responsibilities:

  1. Identify Gaps in all aspects of site performance (including service and ‘people’) for geographical area and mandate, advice or offer Retailers company-recommended tools, processes and support to help them to profitably deliver the Customer Commitment at the Retail site and to develop the business for the mutual benefit of both the Retailer and the company
  2. Maximizing all sales development potential whilst protecting company’s interests, through the coaching and motivating of Retailers
  3. Participate in attraction and selection of the right Retailers
  4. Through coaching, supporting and performance management of Retailers to deliver the basics and higher performance, ensure best Retailers have best sites and that poor Retailer performance is eliminated
  5. Manage and maintain positive Retailer relationships, supporting Retailers to achieve and maintain top class site performance (including counseling to underperforming sites)
  6. Deliver Sales & Operations targets for geographical area through regular reviews and appropriate action plans
  7. Ensure Retailers implement all areas of the Customer Commitment and ensure compliance with the Site Operations/HSSE standards, contracts and manuals
  8. Manage and maintain a Retailer master plan within Territory through Retailer assessment and involvement with recruitment processes
  9. Ensuring that Retailers’ actions do not damage company’s Reputation
  10. Ensuring that the Retailer trains and develops their staff, and understands the importance of people in delivering the Customer Commitment

Job Knowledge, Skills & Experiences:

  • A graduate in a business discipline or engineering
  • Strong team member with excellent communications skills
  • Broad competence in Retail Sales & Operations
  • Demonstrable competence in implementing standard processes, achieving sales targets, building relationships with the company’s retailers, delivering Retail Customer Commitment
  • Understand and apply Retail HSSE Standards – Skill
  • Understand and Apply Retail Economics – Skill
  • Understand and Apply Company Retailing Principles & Processes Skill
  • Manage Relationships with Retailers
  • Manage Site/Cluster Performance & Administration
  • Manage Fuel Pricing Process
  • Manage Fuel Pricing Execution
  • Manage Retailer Value Proposition (RVP)


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Human Capital Resources and Solutions.

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