Key Accounts Manager-Machinery Sales

Inchcape is a leading independent global automotive distributor, acting as brand custodian for major automotive OEMs in 31 countries. Inchcape handles product planning, brand positioning, logistics, marketing, network management, sales and aftersales for 30 OEMs including Toyota, BMW, JLR and Subaru. Inchcape is a market leader: the OEM distribution partner of choice in small to medium-sized markets. The Group is pursuing a strategy of growth, both organically and by acquiring distribution businesses globally.

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.