Key Accounts Manager-Machinery Sales

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 understanding of pricing, profitability, market development and commercial negotiations, with the ability to balance customer requirements with business objectives.
• Tender & Project Sales: Experience managing tenders, structured procurement, fleet sales, major projects or complex B2B sales cycles would be highly advantageous.
• Relationship Management: Exceptional ability to build and maintain long-term relationships with senior decision-makers, procurement teams, technical stakeholders, financial institutions and strategic partners.
• Negotiation: Strong negotiation and influencing skills, with the confidence to lead complex commercial discussions and secure profitable agreements.
• Financial Partnerships: Experience working with banks, financial institutions or other financing partners to develop customer financing solutions and support business growth.
• OEM & Stakeholder Management: Ability to effectively coordinate OEMs, internal departments and external stakeholders to deliver complex customer opportunities.
• Analytical & Forecasting Skills: Strong ability to analyse market and customer data, manage sales pipelines, develop accurate forecasts and translate market intelligence into commercial opportunities.
• Communication & Presentation: Excellent written, verbal and presentation skills, with the ability to engage confidently with senior executives, government stakeholders and institutional decision-makers.
• Customer Focus: Strong commitment to understanding customer needs and delivering solutions that create long-term value and strengthen customer loyalty.
• Integrity & Compliance: Demonstrated high level of integrity and professionalism, with a strong commitment to ethical business practices, company policies and commercial controls.
• Mobility: A valid driving license and willingness to travel extensively to customer sites, farms, project locations and other business locations is required.

We offer you

At Inchcape, we’re shaping the future of mobility, and you’re invited to shape it with us. You’ll join a collaborative culture that values wellbeing, growth, and inclusion. Through impactful work, ongoing development, and global and local rewards, we create a workplace for people to succeed and fulfil their aspirations.

Enjoy a comprehensive remuneration and benefits package, such as:

• Competitive remuneration
• Group Life & Medical plan
• Pension/Provident plan
• Variable pay package
• Exposure to dynamic and collaborative work environment enabling
• Continuous learning & development opportunities

Start your journey

If you’re excited about this role but don’t meet every requirement, we still encourage you to apply. You might be the perfect fit for this role or another opportunity within Inchcape. Join our team and become part of a leading global automotive company that is transforming tomorrow, together.

Opportunity for everyone

Inchcape actively encourages applicants from all identities, backgrounds, and experiences, helping ensure our workforce is representative of the global communities we operate in. Read more  here about our Inclusion and Diversity commitments, including our targets, programmes, and policies.

About us
Inchcape is the leading global automotive distributor operating in 40+ markets. We partner with some of the biggest brands in the business to sustainably power better mobility today and in the future.

Our diverse global team of over 16,000 talented colleagues foster an inclusive and collaborative culture, delivering a brilliant experience for our customers and partners. We’re a dynamic and fast-growing business, driving the transformation of our industry and redefining tomorrow. Discover more at www.inchcape.com

Inchcape Africa, with presence in Ethiopia (Motor & Engineering Company of Ethiopia), Kenya (Inchcape Kenya) and Djibouti (Inchcape Djibouti, Red Sea Automotive FZCO) is a member of Inchcape plc, a leading global automotive distribution company and the authorized distributor of multiple globally renown brands in all above three markets. Recently, the company expanded its brand portfolio with BYD and CASE Construction in Ethiopia market, New Holland Agriculture in Kenya market, reinforcing its commitment to delivering advanced technologies and shaping the future of mobility in the markets we operate.

Additional information request
Selected candidates will be contacted to initiate our hiring journey. We may request additional information from applicants to better understand your background, qualifications and experience for the role.