Key Accounts Parts Sales Executive at Inchcape Kenya LTD

Our Machinery Unit is seeking a Key Accounts Parts Sales Executive to join our team. In this role you will drive parts sales growth, develop strategic customer relationships and expand Inchcape’s Aftersales business across Kenya.

In this position, you will:

• Drive parts sales and business development by promoting New Holland Genuine Parts, FleetPro Parts and lubricants to existing and prospective corporate, government, institutional and large commercial customers, achieving agreed sales and gross profit targets.
• Develop new business opportunities by identifying and acquiring key accounts, exploring new market segments, and leveraging customer equipment populations and maintenance requirements to generate parts sales.
• Manage strategic customer accounts by building and maintaining strong relationships with key customers, understanding their parts requirements and purchasing plans, and developing account strategies to increase sales and customer retention.
• Identify and secure bulk orders by pursuing large-volume parts requirements, tender opportunities and parts supply agreements, preparing commercial proposals and negotiating terms within approved pricing and margin guidelines.
• Strengthen customer engagement by conducting regular customer visits, following up on enquiries and quotations, monitoring outstanding orders and ensuring timely responses to customer requirements.
• Coordinate parts supply and customer support by working closely with Branch Parts Teams, Service, Finance and other relevant departments to ensure product availability, effective order fulfilment and resolution of customer issues.
• Drive revenue and profitability by identifying opportunities to increase parts sales, growing repeat business, improve customer purchasing frequency and maximize gross profit in line with approved commercial guidelines.
• Monitor sales pipelines and forecasts by maintaining accurate records of customer opportunities, expected order intake, quotations and sales prospects to support effective business planning and target achievement.
• Analyze market trends and competitor activity by monitoring competitor pricing, customer purchasing behavior, market developments and emerging opportunities to inform sales strategies and strengthen Inchcape’s competitive position.
• Track and report sales performance by monitoring key account revenue, gross profit and sales volumes against agreed targets, preparing regular performance reports and providing actionable market feedback to management.
• Support customer retention and satisfaction by proactively addressing customer concerns, identifying opportunities to improve delivery service and ensuring a consistent, professional customer experience throughout the sales process.
• Maintain accurate sales records and compliance by ensuring customer information, account plans, quotations, sales forecasts and commercial documentation are properly maintained and aligned with company policies and ethical business practices.
• Support continuous business growth by identifying opportunities to improve account management processes, strengthen cross-functional collaboration and enhance the overall effectiveness of Inchcape’s Aftersales operations.

About you

To be successful in this role you would need:

• Experience: A minimum of 5 years’ experience in B2B sales or key account management, preferably within agricultural machinery, automotive, commercial vehicles or heavy equipment, with a demonstrated track record of achieving sales targets and growing customer accounts.
• Education: A Bachelor’s degree in Business, Agriculture, Engineering, Marketing or a related field.
• Commercial Acumen: Strong understanding of sales development, revenue generation, gross profit management, pricing strategies and commercial negotiations, with the ability to identify and convert business opportunities into profitable sales.
• Customer Relationship Management: Proven ability to develop and maintain relationships with corporate, government, institutional and large commercial customers, build account plans and drive long-term customer retention.
• Technical Knowledge: Good understanding of spare parts sales, equipment maintenance requirements and customer purchasing patterns, preferably within the agricultural machinery or heavy equipment industry.
• Sales Planning and Reporting: Strong skills in pipeline management, sales forecasting, account planning and performance reporting, with the ability to analyse sales data and identify opportunities for growth.
• Negotiation and Communication: Excellent negotiation, presentation and interpersonal skills, with the ability to engage effectively with customers and internal stakeholders at different levels.
• Digital Proficiency: Computer literate, with proficiency in Microsoft Office and the ability to use relevant business systems for sales tracking, reporting and customer account management.
• Organizational Skills: Strong planning and time management skills, with the ability to manage multiple accounts, customer enquiries, sales opportunities and competing priorities effectively.
• Results Orientation: A proactive, commercially driven individual with a strong commitment to achieving sales targets, growing market share and delivering sustainable business results.
• Integrity and Adaptability: Demonstrates high ethical standards, sound business judgement and the ability to work independently while collaborating effectively with cross-functional teams.
• Mobility: Willingness to travel regularly across Kenya to engage customers, develop accounts and identify new business opportunities.