Key Accounts Manager-Machinery Sales

Role Overview

This senior B2B sales role is responsible for winning and growing high-value machinery accounts across agricultural, commercial, government and institutional markets. You will guide complex opportunities from early customer discussions through negotiation, procurement and delivery, helping Inchcape achieve profitable growth while matching machinery solutions to customers’ operational needs.

Key Responsibilities

• Build and deliver account plans that support agreed sales, revenue, gross profit and market-share objectives.
• Identify prospective customers and convert new business across farming, commercial, public-sector and institutional markets.
• Develop existing accounts by understanding customers’ business plans, equipment needs and replacement cycles, and identifying opportunities for repeat sales and fleet expansion.
• Qualify and manage major project, fleet and structured procurement opportunities, coordinating customer requirements and internal support.
• Own the sales cycle from prospecting and needs analysis to product recommendations, pricing discussions, order placement and delivery.
• Coordinate tender submissions and commercial proposals, ensuring they meet customer specifications and comply with approved pricing and margin expectations.
• Build working relationships with customer decision-makers, procurement and technical teams, OEMs, financing partners and Inchcape colleagues across Aftersales, Finance, Parts and Marketing.
• Maintain reliable account and pipeline information, prepare sales forecasts, share demand expectations, monitor market activity and pursue opportunities in line with company policies and commercial controls.

Requirements & Qualifications

• At least 10 years of experience in key account management and B2B sales, preferably in agricultural machinery, agribusiness, heavy equipment or a related sector, with a record of meeting sales and profitability targets.
• Bachelor’s degree in Business, Agriculture, Engineering, Marketing or a related discipline.
• Strong knowledge of agriculture, including commercial farming, agricultural value chains, government programmes, institutional customers and machinery requirements.
• Demonstrated success in developing strategic accounts, winning new customers and converting complex sales opportunities into sustainable business.
• Commercial capability across pricing, margin management and negotiation, with sound judgement in balancing customer needs and business returns.
• Experience with tenders, structured procurement, fleet sales or major project sales is highly advantageous.
• Confident relationship-building, negotiation and presentation skills, including the ability to work with senior leaders, public-sector stakeholders and technical and procurement teams.
• Ability to work with OEMs, internal functions and financial institutions to shape customer solutions and support machinery purchases.
• Strong analytical skills, including pipeline management, sales forecasting and using customer and market information to identify opportunities.
• High standards of integrity, customer service and compliance; valid driving licence and willingness to travel extensively to farms, customer sites and project locations.