Overview

Overview
We are recruiting!!!

Position: Business Development Manager – Key Accounts (Bulk Fuel Sales)

Reports to: Country Manager

Location: Nairobi, Kenya.

Our client is a leading player in the oil & gas sector specializing in bulk fuel distribution and commercial energy solutions for corporate, industrial, transport, and strategic commercial clients.

Role description – The Business Development Manager – Key Accounts is responsible for driving growth in bulk fuel sales through acquisition, management, and expansion of high-value corporate and strategic accounts. The role focuses on developing long-term commercial relationships, increasing sales volumes across AGO, PMS, and HFO while ensuring strong margin management and collections discipline.

This role involves identifying new business opportunities, negotiating bulk supply agreements, managing key customer relationships, and coordinating internal teams to ensure seamless service delivery.

The ideal candidate will play a critical role in expanding the company’s commercial footprint, increasing fuel volumes, improving customer retention, and strengthening market share within a competitive fuel and energy market.

Key Responsibilities

Sales and Business Development

  • Identify and acquire high-volume commercial customers for fuel and energy products.
  • Develop and execute sales strategies aimed at increasing market share, fuel volumes, and revenue growth.
  • Negotiate and secure bulk supply agreements and long-term offtake contracts with corporate and industrial customers.
  • Drive conversion of qualified prospects into active and consistently consuming accounts

Key Account Management

  • Build and maintain strong relationships with key accounts to ensure customer retention and repeat business.
  • Understand customer operational requirements and provide tailored fuel supply solutions.
  • Conduct regular customer visits to monitor service levels, fuel consumption trends, and growth opportunities.
  • Resolve customer concerns promptly and coordinate internal support where required.

Commercial Performance Management

  • Achieve agreed sales, margin, and collections targets.
  • Monitor account profitability and ensure adherence to approved pricing and margin thresholds.
  • Ensure customer accounts operate within approved credit terms and support timely collections.
  • Maintain an active and qualified sales pipeline to support sustainable business growth.

Market Intelligence and Reporting

  • Monitor competitor activities, pricing trends, and emerging opportunities within the fuel and energy market.
  • Gather and analyze customer and market data to support commercial decision-making.
  • Prepare periodic sales, pipeline, and market performance reports for management review.
  • Identify opportunities for expansion into new sectors, regions, and product categories.

Collaboration and Operational Coordination

  • Work closely with operations, logistics, finance, and customer service teams to ensure timely product delivery and customer satisfaction.
  • Coordinate with credit and finance teams on customer onboarding, account management, and collections follow-up.
  • Support implementation of commercial initiatives and strategic projects as directed by management.

Compliance and Safety

  • Ensure all commercial activities comply with company policies, industry regulations, and safety standards
  • Promote safe handling, storage, and usage practices for fuel and energy products among customers.
  • Maintain proper documentation for customer contracts, pricing approvals, and account records.

Qualifications and Experience

  • Bachelor’s degree in: Sales, Marketing, Business Administration, or related field
  • Minimum 5 years’ experience in: Commercial sales, B2B sales, key account management, bulk sales, or strategic business development
  • Prior experience within oil & gas, petroleum, fuel distribution, lubricants, or energy sectors is highly preferred.
  • Proven track record managing strategic accounts and delivering high-volume commercial sales growth.

Skills and Expertise

  • Strong understanding of commercial fuel products, pricing dynamics, and supply chain operations
  • Proven ability to originate, negotiate, and close high-value commercial deals
  • Strong relationship management and customer engagement skills
  • Excellent negotiation, communication, and presentation skills
  • Strong commercial acumen with focus on margin management and collections discipline
  • Ability to analyze market trends and identify business growth opportunities
  • High level of self-drive, accountability, and result orientation
  • Ability to work independently and manage multiple strategic accounts
  • Strong pipeline management and business development capability

For more information and how to apply, please follow the link below.

All qualified and interested applicants to share their CVS at [email protected] with subject line: “Business Development Manager – Key Accounts” by latest Thursday 21st May 2026.