Key Accounts Manager-Machinery Sales
Company: Inchcape
Role summary
Key Accounts Manager-Machinery Sales is a full-time role at Inchcape in Kenya (on-site). Posted 2026-10-10. Experience level: 10+.
- Job title
- Key Accounts Manager-Machinery Sales
- Company
- Inchcape
- Location
- Kenya
- Work arrangement
- on-site
- Employment type
- full-time
- Category
- Sales
- Experience level
- 10+
- Date posted
- 2026-10-10
Inchcape is looking for a Key Accounts Manager to drive their machinery sales within their dynamic African business. This full-time role offers a fantastic opportunity to contribute to a company transforming global automotive distribution and accelerating a sustainable future.
Job description
Do you want to lead a dynamic business that’s transforming global automotive distribution? At Inchcape, we’re pursuing an exciting strategy to evolve our global business and accelerate our industry towards a low-carbon, sustainable future.
Join Inchcape Africa, part of Inchcape’s global network. You’ll be instrumental in executing our bold and exciting strategy, delivering great experiences for our customers, colleagues and partners. Powering the performance of a highly collaborative team of diverse and talented colleagues.
Our Machinery business is seeking a Key Account Manager – Machinery Sales to join our team. In this role, you will be responsible for developing and managing key accounts across Corporate, Government, Institutional and other strategic customer segments, with accountability for delivering Machinery Sales Volume, Revenue, Gross Profit and Market Share targets.
You will act as a strategic business partner to key customers, understanding their operations, investment plans and machinery requirements, while identifying opportunities to grow existing accounts, acquire new customers and deliver tailored commercial solutions.
In this position, you will:
Drive key account sales growth by developing and managing strategic corporate, government, institutional and other high-value customer accounts to achieve agreed sales volume, revenue, gross profit and market share targets.
Develop new business opportunities by identifying, targeting and converting new key accounts across the agricultural, commercial, government and institutional sectors.
Grow existing accounts by understanding customer operations, business plans, fleet requirements and future machinery needs, creating opportunities for repeat purchases, fleet expansion and long-term partnerships.
Lead project and fleet sales opportunities by identifying and developing machinery requirements arising from major projects, fleet investments, structured procurement and large-scale customer requirements.
Manage the end-to-end sales process from prospecting and initial engagement through needs assessment, product recommendation, commercial negotiation, order confirmation and successful delivery.
Manage tenders and structured procurement opportunities by coordinating internal inputs, preparing commercial proposals and ensuring submissions are aligned with customer requirements, approved pricing and margin expectations.
Build strategic customer relationships by developing strong networks across customer organisations and engaging decision-makers, procurement teams, technical teams, finance teams and other relevant stakeholders.
Lead commercial negotiations by balancing customer requirements with Inchcape’s pricing, margin and commercial objectives while securing sustainable and profitable business.
Partner with OEMs to support strategic key account opportunities, including product requirements, technical specifications, commercial support, pricing and major customer projects.
Develop financing partnerships by maintaining relationships with banks, financial institutions and other relevant partners to facilitate customer financing solutions and unlock machinery sales opportunities.
Drive customer solutions by working closely with Aftersales, Finance, Parts, Marketing, OEM partners and other business functions to develop appropriate machinery and commercial solutions.
Strengthen customer retention through structured post-sale engagement, understanding evolving customer needs and identifying opportunities for repeat business, fleet replacement and account expansion.
Manage the sales pipeline by maintaining accurate CRM and key account records, tracking opportunities, monitoring conversion rates and providing reliable sales forecasts and expected order intake.
Provide demand visibility by communicating anticipated machinery requirements, customer projects and expected orders to support stock, supply and commercial planning.
Provide market intelligence by monitoring customer activity, competitor offerings, pricing, industry developments and emerging opportunities and sharing actionable insights with management.
Drive profitable growth by managing customer opportunities within approved pricing and margin requirements and maintaining a strong focus on revenue, gross profit and commercial returns.
Support strategic business development by participating in customer visits, industry events, exhibitions, product launches, demonstrations and other initiatives designed to strengthen market presence and generate new opportunities.
Promote compliance and commercial discipline by ensuring adherence to approved pricing, tender requirements, customer due diligence, financial controls, CRM processes and applicable company policies.
Represent Inchcape professionally by acting as a trusted advisor to key customers and maintaining strong standards of integrity, professionalism and customer service.
About you
To be successful in this role you would need:
Experience: Minimum of 10 years of experience in Key Account Management and B2B Sales, preferably within agricultural machinery, agribusiness, heavy equipment or a related industry, with a proven track record of delivering sales and profitability targets.
Education: A bachelor’s degree in business, Agriculture, Engineering, Marketing or a related field.
Agricultural Sector Knowledge: Strong understanding of the agricultural sector, including commercial farming, agricultural value chains, government programmes, institutional customers and machinery requirements.
Key Account Management: Proven ability to develop, manage and grow strategic accounts across corporate, government, institutional and other high-value customer segments.
Business Development: Strong track record of identifying new markets, acquiring key accounts and converting complex B2B opportunities into sustainable revenue.
Commercial Acumen: Strong underst