Sales Account Manager (Zambia)

Job PurposeThe Sales Account Manager is accountable for maximizing profitable sales growth and market penetration across the assigned region. This role demands relentless focus on achieving and exceeding annual sales plan targets through disciplined execution of volume growth strategies and rigorous margin management. The Sales Account Manager must drive high-volume sales by aggressively pursuing new business opportunities, expanding wallet share with existing customers, and converting competitive accounts.Revenue and Margin Delivery-Achieve and exceed budgeted volumes and margins as per annual sales plan targets-Drive aggressive revenue growth through systematic customer acquisition, identifying and converting new accounts across all market segments-Expand business with existing customers by increasing wallet share, and deepening customer penetration through strategic account planning and relationship management-Develop and maintain a robust new customer portfolio through targeted prospecting, lead generation, market mapping, and conversion of qualified opportunities into active revenue-generating accounts-Implement customer retention strategies to minimize churn, protect revenue base, and ensure long-term sustainable relationships with key accounts-Protect and enhance profit margins through disciplined pricing strategies, value-based selling and resistance to margin erosion in competitive situations-Negotiate favorable commercial terms with customers that balance volume commitments with margin integrity, ensuring every deal contributes positively to bottom-line profitability-Maintain strict adherence to credit management policies as stipulated in company standard operating procedures, including credit limit approvals, payment term enforcement, and risk assessment for new and existing accounts-Drive proactive and timely debt collection from all customers, ensuring adherence to signed contractual payment agreements and minimizing Days Sales Outstanding (DSO) to optimize working capitalMonitor competitive pricing and market dynamics to make informed commercial decisions that maximize revenue capture while defending market position and profitabilityBusiness Performance-Propose strategic market shifts to meet agreed budgets-Provide market intelligence insights through proactive engagement with contacts-Share critical information with management regarding strategy, new projects, and market opportunitiesBuild and maintain professional relationships with government agencies, statutory authorities, trade groups, business forums, and industry associations-Implement timely delivery of solutions according to customer needs and objectives-Conduct sales forecasting aligned with market dynamics and coordinate with Supply team for effective S&OP processes-Ensure full compliance with credit policy and address issues promptly to minimize bad debt exposure and working capital requirements-Effectively utilize sales tools to generate, manage, and deliver sales in line with approved budgeStakeholder Management-Develop and maintain strong relationships with internal and external stakeholders-Maintain close working relationships with supply and logistics teams for proper product planning-Collaborate with Supply and Distribution, Operations, and Business DevelopmentManager to translate business strategy into specific objectives and KPIs-Facilitate regular communication and reporting on sales, debtors, and collectionsCompliance-Ensure company compliance with all legal and regulatory requirements regarding sales-Map policies, procedures, and process parameters with accounting systems-Adhere to credit and sales approval processes as outlined in company proceduresEducation and Experience-Bachelor's degree in Marketing, Commerce, Sales Management, or related business field-Master's degree in Business Administration (MBA), Marketing, or related field is preferred-Professional sales certifications, strategic account management training, negotiation skills certifications, or industry-specific qualifications is an added advantage-At least 6-8 years of progressive sales experience in the oil and gas industry, petroleum products distribution or related B2B industries-Demonstrated experience managing a diverse customer portfolio-Deep understanding of the Kenyan oil and gas market, including market structure, key players, competitive landscape, and regulatory environment-Track record of successfully managing tenders, RFPs, and complex procurement processes with government entities and large corporate accounts-Demonstrated success in consistently achieving or exceeding sales targets (volume and value) over multiple years-Strong experience in margin management, pricing strategy development, and commercial negotiation-Proficiency in Microsoft Office Suite (Excel, PowerPoint, Word, Outlook)-Experience with CRM systems (e.g., Salesforce, Microsoft Dynamics, SAP CRM) for pipeline management, customer relationship tracking, and sales reporting-Experience working with SAP for order processingOur Values-Excellence - Every day, we push ourselves to advance, improve and grow so that we reach our full potential and make a greater impact-Entrepreneurial - We never sit still. ​We are empowered to follow our ambition, take on new challenges and find ways to unlock untapped potential.-Integrity - We are open, honest, fair and hold ourselves and each other to the highest standards.-Impact - We work collaboratively, internally and externally, in a common way to advance and impact the everyday lives of people.-Responsibility - We are each responsible for advancing an inclusive environment, giving back to the community and ensuring a sustainable future for allPlease send your CV and application letter to energyrecruitment@januscontinental.com by Wednesday 12th November 2025Manage Job Posts