Job Openings at Vivo Energy

Job Purpose:

• To deliver the expected Volumes, profitability, and Debt results in Packed LPG, maintain and develop strong customer relationships, whilst at same time adopting both defend and growth strategies.
• The FBAM (LPG Packed Sales) is responsible to lead packed sales in the region, in a highly competitive and rapidly evolving markets.
• Packed LPG is sold on B2C model through appointed distributors. Therefore, FBAM should deploy effective Distributor Management / Route-to-Market tools and build/maintaining relationships with stakeholders to grow customer base, volumes, and Afrigas penetration.

MAIN ACCOUNTABILITIES:

The role holder is accountable to:

• Deliver both financial (margin/cost/Ebitda) and non-financial (volume/debt/business growth) LPG business targets through a disciplined and effective implementation of functional plans.
• Provide input in developing LPG business plans and strategies in Kenya, aligned with VE’s LPG vision, strategy and direction, to grow business / market share/ deliver T&R; and implement thesame on the ground.
• Use available / defined tools to manage customer / distributor portfolio and deliver results.
• Propose and make changes necessary in the LPG Route-to-Market structure to increase effectiveness / sales / penetration.
• Implement actions to deliver improved metal management, increase cylinder turns, reduce loss of metal to grey market, and control cylinder revalidation costs.
• Manage Credit in line with the company credit policy and manual of authorities. Collect Debt in line with agreed trading terms and complete customer Credit appraisals as they fall due.
• Ensure all invoices and statements are delivered timely to customers. Highlight and resolve invoice disputes with customers.
• Provide accurate sales forecasts for effective S&OP process
• Support the LPG Sales Manager on working with Government and Industry to promote high standards, good practices and a level playing field through the development and enforcement of a robust regulatory framework for LPG.
• Market Intelligence and monitoring: Maintain database of the size of the market, the various competitors and market shares. Provide regular market intelligence such as pricing, new customers, competitor activities etc.
• Implement appropriate LPG marketing propositions & promotions, with support from Marketing.
• Conduct and support technical training for LPG distributors, their staff, and customers (including POS’s).
• Manage the business in compliance with VE LPG HSSE requirements, policies and guidelines.
• This includes conducting regular distributor / POS audits.

Marketing

• Brand Promotion: Grow market share in assigned Sales territory. Assist in the planning and implementation of any LPG customer events earmarked for the particular financial.
• Promote the use of alternative payments methods (Pre-payments) for small volume customers and Resellers.

​​​​​​​Supply Chain

• Provide accurate sales forecasts for an effective S&OP process.
• Work with distribution to ensure smooth product delivery to customers.

​​​​​​​HSSE / Technical

•  Train customers and other stakeholders on product knowledge and HSSE.
• Address / Resolve all technical needs that customers may have.
• Deliver assigned HSSE plan items, including site audits, toolbox and other HSSE meeting participation, PI identification and reporting, TnT engagement, Defensive Driving Compliance,
• Fitness to Drive, VEK safety rules / driving standards etc.

​​​​​​​Key Challenges:

• Keep abreast with the rapidly evolving and increasingly competitive LPG market in Kenya, responding decisively and speedily to these changes, and at the same time endeavouring to remain ahead of competition.
•  Effectively network with Retail team to maximize synergy and LPG sales thru retail channel.
•  Participate in lobby efforts with Govt. and other stakeholders to enhance LPG Regulatory framework.
•  Develop business plans for all distributors with stretching objectives and targets to enable both VEK and distributor maximize business opportunities in the market.

Requirements

JOB KNOWLEDGE, SKILLS & EXPERIENCE

• Bachelor’s degree preferably in Business/Marketing with at least 5 years work experience in Sales & Marketing field.
• Previous hands-on experience in FMCG channel/distributor management, selling & negotiation,marketing strategy, customer relationship management, and managing a team is necessary.
• Good problem solving and communication skills.

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ROLE SUMMARY:

To drive pricing, profitability, and commercial performance across the business segments by managing pricing strategies, customer contracts, forecasting, and business analytics. The role partners with cross-functional teams to support commercial decision-making, optimize margins, ensure pricing and data integrity, and deliver insights that enhance revenue growth, operational efficiency, and return on investment.

PRINCIPAL ACCOUNTABILITIES:

• End to end pricing across all Commercial Segments.
• Custodian of customer contracts across all Commercial Segments.
• Cross functional interface with Supply, Legal, CSC, GBS among other stakeholders.
• Ensure timely communication of costings across all Commercial Segments.
• Ensure customer Master data integrity for all accounts in SAP S4HANA
• Generate business insights to drive informed business decision making.
• Profitability analysis to support customer business cases.
• Integrated Business Planning- Demand forecasting within allowable DFA of +/- 5%.
• Support in preparation of reports & presentations.
• Sharing daily updates of business performance vs plan with OU stakeholders.
• Support with Annual Planning for all Commercial Segments i.e Volume, Margins, Opex and Capex.
• Collaborate with Aviation Assistant to deliver support for Aviation business.
• Review & Analyse Credit and Debit note requests before head of business signoff.
• Drive Competitive pricing strategies on Tenders for B2B and Aviation.
• Analyse the results of commercial (Fuels, Aviation, Lubes) from Volume, Cost build up,
• Margins, opex and explain monthly variances against plan
• Monitor Cost management for both Capex & Opex to optimize ROI.

HSSE

• To deliver on HSSE plan, conduct safety walk-about, toolbox meetings, identify and report PI’s and VMLs.

KEY CHALLENGES:

• Proficiency with SAP S4 HANA
• Compliance with Manual of Authorities.
• Need to speed and accuracy.
• Adaptability to changing Commercial market dynamics.
• High level of Integrity.
• Efficient Aviation back-office support.

Requirements

JOB KNOWLEDGE, SKILLS & EXPERIENCE

• A Bachelor’s degree in Accounting, Finance or Economics (CPA qualification is preferred).
• Has at least 5 years of work experience in Strategy or Business Analysis.
• Insight driven, proactive and accountable self-starter.
• Results driven, with sound business and commercial acumen.
• Strong team player, with creative problem-solving attributes.
• Strong ability to execute ethical market & competitive Analysis.
• HSSE Commitment