Fuel Card Sales Manager

Stratostaff View all jobs

  • Nairobi
  • Permanent
  • Full-time
  • 20 days ago
Reports ToFuel Sales ManagerDepartmentSpecialtiesLocationHead Office – Nairobi, KenyaDirect ReportsFuel Card Territory Managers, Fuel Card Retail CoordinatorJOB 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:1. 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.
2. 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.
3. 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.
4. 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.
5. 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.
6. 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.
7. 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.

Stratostaff