Reports To
Fuel Sales Manager
Department
Specialties
Location
Head Office – Nairobi, Kenya
Direct Reports
Fuel Card Territory Managers, Fuel Card Retail Coordinator
JOB PURPOSE:
Our client is one of the country's leading petroleum marketing companies, operating an extensive network of service stations and delivering a wide range of fuel, lubricant, and energy solutions to retail and commercial customers. The Fuel Card business is a critical and growing commercial segment, enabling fleet operators, corporates, and SMEs to manage fuel spend efficiently and transparently. They seek to hire a Fuel Card Sales Manager responsible for driving the overall sales, marketing, and business development strategy for fuel card portfolio. The role holder will lead and develop a high-performing sales team, grow the active client base, ensure competitive product positioning, and deliver sustainable revenue growth, while maintaining strong client relationships and sound receivables management.
KEY RESPONSIBILITIES:
- Sales Strategy & Target Achievement
Drive the achievement of fuel card sales volumes, revenue, and client acquisition targets across Kenya.
Develop and implement a structured sales strategy that identifies and converts high-potential fleet, corporate, and SME prospects.
Monitor sales pipeline performance, conversion rates, and account growth metrics, providing regular reporting to senior management.
Design and execute field sales action plans to ensure broad geographic coverage and systematic market penetration.
- Team Leadership & Performance Management
Lead, coach, and manage the Fuel Card Territory Managers and the Fuel Card Retail Coordinator to deliver against set targets.
Establish clear individual performance targets and conduct structured reviews to drive accountability and continuous improvement.
Identify capability gaps within the team and coordinate relevant training and development interventions.
Foster a high-performance, customer-centric sales culture anchored in integrity, discipline, and results orientation.
- Product Positioning & Pricing
Provide strategic guidance on fuel card product pricing, discount structures, and value-added offerings to ensure competitiveness in the market.
Work closely with internal stakeholders to refine the fuel card product suite in response to evolving customer needs and competitor activity.
Benchmark fuel card offerings against market competitors and recommend adjustments to maintain a strong value proposition.
- Marketing, Campaigns & Promotions
Partner with the Communications and Marketing teams to design and execute innovative promotional campaigns that increase brand visibility and fuel card uptake.
Develop targeted marketing activations for key customer segments, including fleet operators, logistics companies, and corporate accounts.
Support the development of sales collateral, digital content, and channel-specific promotional materials that effectively communicate product benefits.
- Client Relationship Management
Build and maintain strategic relationships with key corporate accounts, fleet operators, and channel partners to ensure retention and account growth.
Act as an escalation point for major client issues, working collaboratively with internal teams to resolve concerns promptly and professionally.
Conduct regular client engagement reviews to assess satisfaction levels, identify upselling opportunities, and secure long-term contract renewals.
- Trade Receivables & Credit Management
Oversee the management of trade accounts receivable for the fuel card portfolio in strict compliance with company credit policy.
Work with the finance and credit control teams to monitor outstanding balances, enforce credit limits, and resolve collection issues in a timely manner.
Proactively identify accounts with elevated credit risk and implement appropriate mitigation measures in conjunction with the credit team.
- Reporting & Business Intelligence
Prepare and present regular sales performance reports, market analysis, and revenue forecasts to the Fuel Sales Manager and relevant leadership forums.
Leverage CRM and sales data to generate actionable insights that inform strategic decisions and resource allocation.
Track key performance indicators across the fuel card portfolio including volume sold, active card counts, client retention rates, and receivables aging.
KEY COMPETENCIES:
Commercial Acumen & Sales Execution
Team Leadership & People Development
Strategic Thinking & Market Analysis
Product Pricing & Competitive Positioning
Credit & Receivables Management
Communication & Stakeholder Engagement
Drive for Results & Accountability
Requirements
Bachelor's degree in Marketing, Business Administration, Finance, or a related field.
Minimum of eight (8) years of progressive experience in sales and business development, with at least three (3) years in a middle management or team leadership role.
Demonstrated experience in fuel card sales, fleet solutions, commercial fuel, or a closely related B2B sales environment is strongly preferred.
Proven track record of meeting or exceeding sales targets and managing high-performing sales teams.
Strong understanding of the petroleum / downstream energy sector in Kenya is an added advantage.
Experience in credit management and trade receivables within a sales environment.
Proficiency in MS Office Suite; familiarity with CRM systems and sales reporting tools is desirable.
Excellent communication, negotiation, and interpersonal skills, with the ability to engage effectively at all levels.
Self-driven, results-oriented, and able to manage multiple priorities in a fast-paced, field-intensive environment.
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