Responsibilities
Sales Strategy & Revenue Growth:
- Develop and implement a national spare parts sales strategy aligned with the company's overall commercial objectives.
- Drive revenue targets for spare parts across all regions, channels, and customer segments.
- Identify new market opportunities, untapped dealer territories, and emerging customer segments.
- Lead pricing strategy reviews to maintain competitiveness while protecting margins.
Dealer & Distribution Network Management:
- Build, manage, and expand the national authorised dealer and distributor network.
- Establish robust dealer performance frameworks including scorecards, targets, and compliance audits.
- Negotiate trading terms, incentive programmes, and volume rebate structures with dealers.
- Monitor dealer ordering patterns and proactively address stock-out risks at dealer level.
Inventory & Supply Chain Coordination:
- Collaborate with the Supply Chain and Warehouse teams to ensure optimal parts availability and inventory levels.
- Provide accurate sales forecasts to enable effective procurement and logistics planning.
- Drive reduction of slow-moving and obsolete inventory through targeted promotions and clearance strategies.
Customer & Stakeholder Management:
- Build and maintain strong relationships with key accounts, fleet operators, and institutional buyers.
- Resolve escalated customer complaints relating to parts quality, availability, or delivery.
- Serve as the primary liaison between the Parts Division and the OEM/principal for product updates and campaigns.
Market Intelligence & Anti-Counterfeiting:
- Monitor competitor activity, pricing, and market trends; produce periodic intelligence reports for senior management.
- Lead campaigns to promote the use of genuine OEM parts and educate customers on risks of counterfeit parts.
- Work with the legal/compliance team to identify and report counterfeit parts dealers.
- Prepare and present monthly, quarterly, and annual sales performance reports to the executive team.
- Ensure full compliance with company policies, pricing guidelines, and trade terms across all transactions.
- Manage the spare parts sales budget and ensure spend is within approved limits.