Key Accounts Manager-machinery Sales

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.