Account Manager, East Africa (Agrofood End-to-End Solutions)

Job Title: Account Manager, East Africa (Agrofood End-to-End Solutions)
Location: Nairobi, Kenya (with frequent travel across the region)
Reporting to: Executive Director, East Africa
Gross Salary: Competitive plus added benefits
Our client is an end-to-end solutions provider for the Agrofood industry, covering the full value chain from process to packaging (including utilities).
We deliver turnkey projects, complete line engineering and integration, as well as stand-alone machines and upgrades—supported by commissioning, after-sales services, and lifecycle support.
They are looking to hire a high-performing, strategic Account Manager to grow their business across East Africa. The person will manage and expand a portfolio of existing key accounts while driving new customer acquisition across our Agrofood solutions, with a strong focus on rigid packaging and end-of-line (EOL) equipment.
This role is critical to achieving regional sales and margin targets through consultative, solution-based CAPEX selling to multi-stakeholder industrial customers (Operations, Engineering, Procurement, Finance, General Management).
Territory / Coverage
You will cover the following countries (with Nairobi as the main base): 50% Business trip

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• Kenya, Uganda, Rwanda, Tanzania, Burundi, Ethiopia, Djibouti, Somalia, South Sudan, Eritrea, Comoros
  Madagascar, Mauritius
  
• Reunion (conditional - if French-speaking coverage is required / if assigned accounts and opportunities justify)
  

Portfolio Scope (Solutions you sell)
You will promote and sell Group solutions including:

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• Process solutions & utilities (including plant utilities supporting production performance)
  
• Packaging solutions (including rigid packaging ecosystems where applicable)
  
• End-of-line (EOL) automation (case packing, wrapping, palletizing, conveying, line integration)
  
• Turnkey / semi-turnkey projects (engineering, integration, project coordination)
  
• Stand-alone machines (equipment sales, retrofits, upgrades)
  

Customer Segments

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• Industrial players in the Agrofood sector, including (non-exhaustive):
  
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  • Beverages (water, CSD, beer/malt)
    
  • Edible oils
    
  • Dairy
    
  • FMCG and other industrial manufacturers requiring process, packaging, and EOL solutions
    
  
  
• Typical stakeholders: Plant Manager, Engineering Manager, Production, Procurement, Finance, GM/CEO, and sometimes HQ procurement.
  

KEY RESPONSIBILITIES
A) Key Account Management & Growth (Farming) - ~30%

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• Own and grow assigned strategic accounts; build multi-level relationships across technical, procurement, and leadership stakeholders.
  
• Conduct structured needs assessments and map customer decision processes.
  
• Position the company end-to-end value proposition and identify upsell/cross-sell opportunities across Group portfolio.
  
• Lead the full sales cycle: qualification, technical-commercial proposal, negotiation, closing, handover, and follow-through.
  
• Maintain high customer satisfaction and develop account plans with measurable growth objectives.
  

B) New Business Development (Hunting) - ~70%

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• Prospect and win new accounts across the territory to expand market share.
  
• Build pipeline through targeted outreach, partner channels, industry networks, and events.
  
• Develop and execute a territory plan by country/segment: target list, penetration strategy, and quarterly actions.
  
• Represent company at exhibitions, conferences, and industry forums to strengthen brand presence and generate leads.
  

C) Commercial Excellence & Sales Operations

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• Prepare professional quotations and proposals aligned with the commercial policy, profitability rules, and approval workflows.
  
• Negotiate pricing and contractual terms to protect margin while ensuring customer value.
  
• Maintain an accurate and up-to-date pipeline in the CRM (stages, next steps, probability, close dates).
  
• Manage the Master Agreement / Framework Contract process from initiation to signature.
  
• Provide reliable weekly/monthly forecasts and participate in pipeline and performance reviews (including win/loss analysis).
  

D) Project Handover & Execution Follow-up (Oversight)

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• Coordinate internal stakeholders for technical alignment and timely proposal delivery.
  
• Support contract execution follow-up by ensuring scope clarity and expectation management (without replacing the project manager where applicable).
  
• Capture lessons learned to improve proposal quality, lead times, and win rate.
  

QUALIFICATIONS & EXPERIENCE
Required:

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• Bachelor’s degree in Business, Engineering, or a related field.
  
• Minimum 8 years of experience in B2B sales of capital equipment (CAPEX), ideally in packaging, rigid plastics, EOL automation, or industrial equipment.
  
• Proven track record of meeting and exceeding sales targets in a territory role.
  
• Ability to develop and present compelling value propositions (ROI / Total Cost of Ownership).
  
• Excellent negotiation, communication, and presentation skills.
  
• Proficiency with Microsoft Office and CRM software.
  
• Willingness and ability to travel extensively (>50%) within the territory.
  
• Fluency in English (written and spoken).
  

Preferred / Strong advantage:

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• French (highly valuable for Madagascar/Reunion assignments and selected stakeholders).
  
• Kiswahili language
  
• Experience with market evaluation, segmentation, and structured territory planning.
  
• Familiarity with tenders and framework agreements.
  

Profile / Soft Skills

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• Ownership mindset, resilience, and discipline in long-cycle sales
  
• Strong planning and prioritization across multiple countries and stakeholders
  
• Commercial rigor: margin protection, approvals, and deal structuring
  
• Ability to combine hunter energy with farmer relationship depth
  
• Professional writing and executive-level communication
  

Tools, Reporting & Ways of Working

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• CRM usage is mandatory (pipeline stages, forecast, account plans, meeting notes).
  
• Weekly pipeline/forecast review and monthly performance review.
  
• Compliance with the company commercial policy, pricing rules, and contract approval matrix.
  

How to Apply
If you are up to the challenge and possess the necessary qualifications and experience; please send your CV only quoting the job title on the email subject (Account Manager-East Africa) to jobs@corporatestaffing.co.ke before 12th March 2026.
N:B Only shortlisted candidates will be contacted. If you do not receive any communication from us within two weeks of your application, kindly consider your application unsuccessful. We appreciate your interest and thank you for applying.