Background

Our client, a leading Machinery Dealership with operations across East and Southern Africa, is seeking to recruit a Senior Sales Executive for their Nairobi office. The successful candidate will be responsible for driving sales performance and profitability within the lubricant’s portfolio. This role requires a technically proficient professional with proven experience managing high-value B2C accounts, leading a sales team, and delivering expert product guidance to clients across sectors including mining, manufacturing, agriculture, exploration, and transport.

Key Responsibilities

• Develop, plan and execute sales strategies to achieve revenue targets and expand market share. Identify and penetrate new market segments like industrial clusters or large fleets.
• Lead, coach, and motivate a results-driven sales team. Conduct regular performance reviews of more junior sales staff and provide technical training to enhance team product knowledge.
• Act as a technical subject matter expert, providing recommendations on product applications
• Build and maintain long-term relationships with major B2C clients and, when possible, distributors and resellers. Serve as a primary contact for technical consultations and issue resolution.
• Monitor competitor pricing, product trends, and market developments. Prepare accurate sales forecasts, budgets, and performance metrics for line manager.
• Collaborate with supply chain and finance teams to ensure product availability and manage credit approvals/payment collections.

Key Qualifications

• A Bachelor’s degree in Mechanical/Automobile Engineering, Business, or a related field would be an advantage
• Minimum of 5 years of proven experience in lubricants sales, with at least 3 years in a sales related and preferably some kind of leadership capacity.
• Extensive knowledge of lubrication principles, equipment application points, and lubricant types (automotive, industrial, specialty fluids).
• Strong negotiation, presentation, and analytical skills. Proficiency in Sage 300 or similar preferred, as well as high level competency in Microsoft Suite applications – primarily Excel, but also Word, PowerPoint, & Teams etc
• Provision of formal certified academic qualifications and/or in-service-training in tribology or product fields will be an advantage.

• Develop, plan and execute sales strategies to achieve revenue targets and expand market share. Identify and penetrate new market segments like industrial clusters or large fleets.
• Lead, coach, and motivate a results-driven sales team. Conduct regular performance reviews of more junior sales staff and provide technical training to enhance team product knowledge.
• Act as a technical subject matter expert, providing recommendations on product applications
• Build and maintain long-term relationships with major B2C clients and, when possible, distributors and resellers. Serve as a primary contact for technical consultations and issue resolution.
• Monitor competitor pricing, product trends, and market developments. Prepare accurate sales forecasts, budgets, and performance metrics for line manager.
• Collaborate with supply chain and finance teams to ensure product availability and manage credit approvals/payment collections.

• Strong negotiation skills
• Presentation skills
• Analytical skills
• Proficiency in Sage 300 or similar
• High level competency in Microsoft Suite applications (Excel, Word, PowerPoint, Teams)
• Extensive knowledge of lubrication principles, equipment application points, and lubricant types (automotive, industrial, specialty fluids)

• A Bachelor’s degree in Mechanical/Automobile Engineering, Business, or a related field would be an advantage
• Minimum of 5 years of proven experience in lubricants sales, with at least 3 years in a sales related and preferably some kind of leadership capacity.
• Provision of formal certified academic qualifications and/or in-service-training in tribology or product fields will be an advantage.