Sales Consultant at TMD Kenya (Thika Motor Dealers)

Role Description

• The Sales Consultant is the face of TMD to every prospective vehicle buyer. This is not a passive order-taking role, it demands proactive pipeline generation, consultative selling discipline, and a genuine commitment to delivering an exceptional purchase experience from first contact through to post-delivery follow-up. You will be directly accountable for your own sales results, customer satisfaction scores, and long-term customer retention within your assigned portfolio.

• If you are results-driven, customer-obsessed, resilient under pressure, and hungry for commercial success, this is the role for you.

Key Responsibilities

Prospecting & Lead Generation

• Proactively generate new sales leads through field visits, cold calling, referrals, networking events, and digital channels within the assigned territory or customer segment

• Respond to all inbound enquiries, walk-in, telephone, and digital, within 1 hour; qualify leads effectively and progress every live opportunity with urgency and structure

• Maintain a real-time, accurate personal sales pipeline in the CRM system, updated on the same day as every customer interaction

Needs Analysis & Vehicle Presentation

• Conduct thorough needs assessments with every customer, identifying operational requirements, budget, financing preferences, and decision timeline before recommending a vehicle

• Deliver compelling, tailored vehicle presentations and demonstrations that connect product features directly to the customer’s specific use case

• Maintain comprehensive, current knowledge of the full Isuzu vehicle range: specifications, pricing, features, warranty terms, and available accessories

Quotation, Negotiation & Closing

• Prepare accurate, professional vehicle quotations within 24 hours of every customer enquiry, covering pricing, financing options, and applicable promotions

• Present pricing, trade-in values, financing structures, and total cost of ownership clearly and transparently, ensuring the customer fully understands their commitment before signing

• Negotiate effectively within approved pricing and discount guidelines; escalate deals requiring exceptions to the Sales Manager without delaying the customer

Finance, Insurance & Value-Added Product Sales

• Present vehicle financing options to every customer, hire purchase, lease, and balloon payment structures, through TMD’s banking partners

• Actively promote and facilitate motor insurance placement and value-added products: extended warranties, accessories packages, service plans, and paint protection

• Achieve monthly targets for finance penetration (minimum 60% of units sold), insurance attachment, and value-added product sales

• Ensure all financial product documentation is completed accurately and submitted without delay

Minimum Requirement

• Diploma or Certificate in Sales, Marketing, Business Administration, or a related field from a recognised institution

• Kenya Certificate of Secondary Education (KCSE), minimum Grade C+ or equivalent

• Valid driver’s licence

Minimum Ex[erience

• Minimum 2–3 years’ proven experience in a direct sales role in motor vehicle industry, with a demonstrable, verifiable track record of achieving individual sales targets. This is a mandatory requirement

• Experience managing a personal customer portfolio and sales pipeline in a structured, CRM-driven environment

• Customer-facing experience in retail, B2B, or service sales involving high-value transactions