NATIONAL SALES MANAGER (OIL COMPANY)

JOB SUMMARY

The National Sales Manager will provide strategic and operational leadership to the national sales function, driving revenue growth, market expansion, and brand penetration across Kenya. The role is responsible for developing and executing the national sales strategy, managing distributor-led and direct sales models, and leading regional sales teams to deliver sustainable, profitable growth in highly competitive markets.

DUTIES AND RESPONSIBILITIES

Sales Strategy & Market Growth

• Develop and execute a national sales strategy aligned with business objectives, growth targets, and brand positioning.
• Identify new market opportunities, segments, and routes to market to expand national footprint and increase market share.
• Drive structured market expansion across regions, channels, and customer segments.
• Lead pricing strategy execution in collaboration with finance, ensuring margin protection and competitiveness.

Channel & Distribution Management

• Manage and optimize distributor-led sales models, ensuring compliance, performance, and coverage.
• Strengthen distributor capability through target setting, performance tracking, training, and joint business planning.
• Oversee channel mix strategy (distributors, direct sales, key accounts, fleet, industrial, OEM).
• Monitor trade terms, credit exposure, and stock management in line with company policies.

Key Accounts, Fleet & OEM Management

• Provide strategic oversight of national key accounts, fleet customers, and industrial clients.
• Build and maintain senior-level relationships with OEMs, major distributors, and strategic partners.
• Support negotiation of national contracts and long-term commercial agreements.
• Ensure consistent service delivery and account profitability.

Sales Leadership & People Management

• Lead, coach, and performance-manage regional sales managers and teams across the country.
• Establish a high-performance culture with clear KPIs, accountability, and disciplined execution.
• Build sales capability through coaching, structured reviews, and talent development.
• Drive alignment between field execution and national sales priorities.

Forecasting, Reporting & Commercial Control

• Own national sales forecasting, budgeting, and performance reporting.
• Use data and analytics to drive decision-making, identify risks, and optimize performance.
• Work closely with finance on credit control, debtor management, and revenue assurance.
• Ensure accurate demand planning inputs to support supply chain and production.

Cross-Functional Collaboration

• Work closely with supply chain, production, marketing, and finance to execute go-to-market plans.
• Align sales plans with production capacity, inventory availability, and logistics capabilities.
• Support marketing initiatives, product launches, and promotional campaigns to drive uptake.

Governance, Ethics & Compliance

• Uphold high standards of integrity, governance, and ethical conduct.
• Ensure compliance with company policies, regulatory requirements, and contractual obligations.
• Manage risk across the sales function, including credit, pricing, and contractual exposure.

KEY REQUIREMENT SKILLS AND QUALIFICATION

• Degree in Business, Marketing, Engineering, or a related field
• 8–10+ years of progressive sales experience, with at least 5 years in a senior sales leadership role
• Proven experience within FMCG and/or product-driven service industries, with lubricants, oil & gas, automotive, or industrial products being a strong advantage
• Demonstrated success in national sales strategy development, market expansion, and distribution/channel management
• Strong exposure to distributor-led models, key account management, fleet and industrial customers, and OEM relationships
• Ability to lead, coach, and performance-manage regional sales teams, driving accountability and a high-performance culture
• Solid commercial acumen, including pricing strategy, credit control, forecasting, and data-driven decision-making
• Experience working cross-functionally with supply chain and production to execute go-to-market plans effectively
• Strategic mindset with the ability to grow brand presence and market share in competitive environments
• High integrity, strong negotiation skills, and willingness to travel nationally.

HOW TO APPLY

• If you meet the above qualifications, skills and experience share CV on This email address is being protected from spambots. You need JavaScript enabled to view it.
• Interviews will be carried out on a rolling basis until the position is filled.
• Only the shortlisted candidates will be contacted.