Field Based Account Manager - ICAM

Achieve within the defined Customer base, financial, volume and other related business plan targets for lubricants and other associated products and services, as specified within the sector business plan by implementing and monitoring lubricants distributor programmes with clear targets and objectives that will allow Vivo Energy Kenya Ltd to monitor performance against plan. Manage and support implementation of marketing propositions and promotions in the indirect channel. Develop and maintain long term commercial relationships with key distributors and their customers, also proactively liaising and communicating with all departments within Vivo Energy Kenya Ltd to ensure customer’s requirements are met.

MAIN ACCOUNTABILITIES & WHAT YOU'LL BE DOING

The role holder is accountable to:

• Deliver both financial (margin/ cost/ Ebitda) and non-financial (volume) business targets through a disciplined and effective implementation of functional plans.
• Provide input in developing Lubricants business plans and strategies in the allocated region, aligned with VE’s Lubricants vision, strategy and direction, to grow business / market share/ deliver T&R; and implement the same on the ground.
• Use available / defined tools to manage customer / distributor portfolio and deliver results.
• Propose and make changes necessary in the Lubricants Route-to-Market structure to increase effectiveness / sales / penetration covering all priority channels (Both existing and emerging/new channels)
• Provide accurate sales forecasts for effective S&OP process
• Implement appropriate Lubricants marketing propositions & promotions, with support from Marketing.
• Manage the business in compliance with VE HSSE requirements, policies and guidelines. This includes conducting regular distributor audits.

KEY & EXCITING NEW CHALLENGERS

• Embrace both customer and Vivo Energy Kenya Ltd requirements for greater understanding between all parties and improved business performance via training and marketing.
• Develop strong working relationships with Distributors & customers at all levels, to sell-in and Sell Out and implement the agreed business strategy and lubes partnerships programs.
• Identify and pursue all opportunities to trade up and cross-sell at all levels.
• Creating greater profit opportunities for the distributor and Vivo Energy Kenya and thus creating a barrier to entry for the competition.
• Develop business plans for all distributors with clear targets and objectives that will allow Vivo Energy Kenya Ltd and distributor maximize business opportunities in the market.
• Plan and execute sales and negotiation tactics.

Job Knowledge, Skills & Experience:

Essential

• NQF Level 7 (Bachelor's in Business/ Marketing/ Engineering)
• 3 Years+ experience in Sales & Marketing
• Previous hands-on Sales experience in FMCG channel/distributor management, Selling & Negotiation, Implementing marketing initiatives and customer relationship management
• Good problem solving and communication skills

Competencies:

• Market Awareness
• Customer Value Proposition
• Maximize Business Potential
• Lead yourself & others
• CRM

Closing Date: 22 May 2026 & only shortlisted candidates will be contacted. Vivo Energy does not charge any fees, for any recruitment.