Territory Manager

JOB DESCRIPTION

Job Title:  Territory Manager

Department:   Commercial & Business Development

Section / Unit:  Retail

Location / Workstation:  Assigned Territory, Kenya (field-based).

Reporting Relationships

Reports to:  Manager, Retail

Direct Reports:  Station Managers

Works Closely With: Other Territory Managers, Supply Chain, Depots & Logistics, Finance & Credit Control, HSSE, Marketing, Lubricants and LPG teams, Dealers, Customers, Landlords and Regulators 

Job Purpose

Drives the performance of Stabex International’s retail service station network within an assigned territory, growing fuel and non-fuel sales while ensuring stations operate safely, profitably and to Stabex brand and customer service standards.

The position is accountable for territory business planning and network growth, fuel volumes and margins, non-fuel revenue, and the management of dealers and station operators. The role safeguards product availability and quality, wet-stock and credit control, HSSE and regulatory compliance, and the customer experience at every station in the territory, while providing timely performance reporting and market intelligence.

The role is field-based and requires frequent travel within the assigned territory, including weekends and peak trading periods.

Key Responsibilities / Duties / Tasks

Territory Planning and Business Development

1. Develop and execute the annual territory business plan in line with the retail strategy, with volume, margin and non-fuel targets for each station.
2. Identify and evaluate new retail site opportunities to grow Stabex’s network presence in the territory.
3. Support site acquisition, rebranding, upgrades and new station openings in liaison with the Retail, Engineering and Legal teams.
4. Review territory performance regularly against plan, identify gaps and implement timely corrective action.

Fuel Sales and Volume Growth

1. Drive fuel volumes and margins across all stations in the territory through station-level action plans and pricing discipline.
2. Plan and execute promotions and customer acquisition activities to grow station throughput.
3. Develop fleet and commercial accounts within the territory to grow volumes.
4. Monitor volumes, unit margins and market share by station, and address underperformance promptly.

Non-Fuel Revenue Growth

1. Grow lubricants, LPG cylinder sales, convenience retail, car wash and other ancillary revenue at stations in the territory.
2. Work with the Marketing, Lubricants and LPG teams to execute product launches, merchandising and promotions at station level.
3. Identify opportunities for new non-fuel offerings and partnerships at suitable sites.

Dealer and Network Management

1. Manage, coach and evaluate dealers and station operators to deliver agreed performance targets.
2. Conduct monthly business reviews with each dealer, agreeing action plans and following up on delivery.
3. Enforce dealer agreement terms and escalate material breaches to the Manager, Retail.
4. Coordinate training for dealers and forecourt staff on sales, customer service, operations and safety.

Retail Standards, Stock and Credit Control

1. Conduct routine station visits and audits to enforce brand, forecourt, housekeeping and customer service standards, closing out gaps promptly.
2. Ensure customer complaints are resolved promptly and to the customer’s satisfaction.
3. Monitor stock levels, product quality, wet-stock reconciliation and variances, coordinating with Supply Chain to ensure uninterrupted product availability.
4. Manage dealer credit exposure and collections in line with credit policy, working with Finance and Credit Control to keep debt within approved limits.

HSSE, Compliance and Risk Management

1. Ensure all stations comply with HSSE standards, EPRA, KEBS, NEMA and county licensing requirements.
2. Ensure stations hold valid licences and permits, renewed within the required timelines.
3. Lead incident reporting, investigation and follow-up, ensuring corrective actions are closed on time.
4. Ensure emergency preparedness, fire safety and spill response arrangements are in place at all stations.

Reporting and Market Intelligence

1. Prepare accurate and timely territory performance reports for the Manager, Retail.
2. Gather market, pricing and competitor intelligence, including monthly competitor pricing surveys.
3. Analyse volumes, margins, stock variances and dealer economics to inform decisions and action plans.
4. Ensure action points from business reviews, audits and investigations have owners, deadlines and documented closure.

Job Competencie

Academic Qualifications and Relevant Work Experience Required

• Bachelor’s Degree in Business Administration, Marketing, Commerce or a related field from a recognized institution.
• Minimum of five (5) years’ sales experience in petroleum retail, FMCG or a related field.
• At least two (2) years’ experience managing service stations, a dealer network or a sales territory.
• Working knowledge of petroleum retail operations, wet-stock management and HSSE requirements.
• Valid driving licence.

Professional Qualifications / Membership to Professional Bodies

• Professional qualification or membership in Sales, Marketing (e.g. CIM, MSK) or a related field is an added advantage.

Functional Skills

1. Strong commercial acumen and sales management skills.
2. Dealer and network management skills, including dealer business reviews and agreement enforcement.
3. Sound knowledge of petroleum retail operations, forecourt standards and non-fuel retail.
4. Analytical skills covering volumes, margins, stock variances and dealer economics.
5. Knowledge of EPRA, KEBS, NEMA, county licensing and HSSE requirements for service stations.
6. Stock, credit and loss control skills.
7. Strong report writing and presentation skills.
8. Proficiency in MS Office, particularly Excel.

Behavioral Competencies / Attributes

1. High level of integrity, professionalism and confidentiality.
2. Commercial drive and strong results orientation.
3. Excellent dealer and stakeholder relationship management skills.
4. Negotiation and ability to influence without direct authority.
5. Coaching and training ability for dealers and forecourt staff.
6. Customer service orientation.
7. HSSE awareness and attention to detail.
8. Planning, organisation and self-drive in a field-based role, with flexibility to work weekends and peak trading periods.

How to Apply: Interested and qualified candidates are invited to submit their CVs and cover letters to recruitment.ke@stabexinternational.com no later than 14 November 2026 at 5:00 PM (EAT).