Key Accounts Manager - Machinery Sales

About the role

Inchcape, a global automotive distributor operating in 40+ markets, is hiring a Key Accounts Manager for its machinery sales business in Nairobi. The role drives sales growth and new business development with corporate, government and institutional customers, in an on-site field position. It requires a bachelor's degree, at least 10 years of experience in key account management and B2B sales, and a valid driving licence.

Key responsibilities

• Develop and manage strategic corporate, government and institutional accounts to meet sales volume, revenue, gross profit and market share targets.
• Identify and convert new key accounts, and grow existing ones by understanding customer operations, fleet requirements and future machinery needs.
• Lead project and fleet sales, and manage tenders and structured procurement, including preparing commercial proposals.
• Run the full sales process from prospecting and needs assessment through negotiation, order confirmation and delivery.
• Negotiate deals while balancing customer needs with pricing and margin objectives, and partner with OEMs on product requirements and technical specifications.
• Build relationships with banks and financial institutions to develop customer financing solutions.
• Work with Aftersales, Finance, Parts, Marketing and OEM partners to deliver customer solutions, and run structured post-sale engagement.
• Maintain CRM and key account records, forecast orders and share market intelligence with management.
• Take part in customer visits, industry events and exhibitions, and ensure compliance with pricing, tender and financial controls.

Required profile

• Bachelor's degree in Business, Agriculture, Engineering, Marketing or a related field.
• Minimum 10 years of experience in key account management and B2B sales, preferably in agricultural machinery, agribusiness or heavy equipment.
• Strong knowledge of the agricultural sector, including commercial farming, value chains, government programmes and institutional customers.
• Valid driving licence and willingness to travel extensively to customer sites, farms and project locations.

Required skills

• Proven ability to develop and grow strategic accounts and to identify and win new markets.
• Understanding of pricing, profitability, market development and commercial negotiations.
• Relationship building with senior decision-makers, procurement teams and technical stakeholders.
• Analytical skills for forecasting, pipeline management and data analysis.
• Excellent communication, presentation and negotiation skills.