Key Accounts Parts Sales Executive

Role Overview

As a Key Accounts Parts Sales Executive in the Machinery Unit, you will grow parts and lubricant sales across Kenya by winning new business and expanding relationships with major customers. Your work will connect customers’ equipment and maintenance needs with suitable parts solutions, helping Inchcape build a stronger Aftersales business while meeting revenue and gross profit goals.

Key Responsibilities

• Promote New Holland Genuine Parts, FleetPro Parts and lubricants to corporate, government, institutional and large commercial customers.
• Identify prospective key accounts, assess their equipment fleets and maintenance needs, and turn suitable opportunities into new business.
• Create account plans that reflect customers’ purchasing requirements and support repeat sales, retention and account growth.
• Develop proposals for bulk orders, tenders and parts supply agreements, negotiating within approved pricing and margin parameters.
• Visit customers regularly, respond to enquiries and quotations, and follow up on open orders to keep sales opportunities moving.
• Work with branch parts teams, Service, Finance and other colleagues to coordinate availability, fulfil orders and resolve customer concerns.
• Maintain reliable pipeline, forecast and account records; track revenue, sales volumes and gross profit against targets; and report performance and market insights to management.
• Monitor competitor activity, customer buying patterns and market changes, using findings to identify growth opportunities and improve the customer experience.

Requirements & Qualifications

• At least five years of experience in B2B sales or key account management, preferably in agricultural machinery, automotive, commercial vehicles or heavy equipment.
• A record of meeting sales targets and growing customer accounts.
• A bachelor’s degree in Business, Agriculture, Engineering, Marketing or a related discipline.
• Commercial capability in sales development, pricing, gross profit management and negotiation.
• Experience building relationships with corporate, government, institutional or large commercial customers and developing account plans.
• Understanding of spare parts sales, equipment maintenance needs and customer purchasing patterns; experience with agricultural machinery or heavy equipment is an advantage.
• Ability to manage a sales pipeline, prepare forecasts and account plans, interpret performance data and report findings.
• Strong communication, presentation and negotiation skills, with confidence engaging customers and internal teams at different levels.
• Computer literacy, including Microsoft Office and familiarity with business systems used for sales tracking, reporting or account management.
• Good organisation and time management, sound judgement, integrity and a proactive approach to achieving commercial goals.
• Willingness to travel regularly across Kenya to meet customers and develop business.