Head - Sales - Aftermarket - Auto/Auto Ancillary

Role Overview:

We are looking for an experienced and result-oriented Head - Aftermarket to lead and expand the company's aftermarket business. The role will be responsible for developing aftermarket sales strategies, strengthening dealer and distributor networks, driving spare parts revenue, managing customer relationships, and ensuring profitable business growth.

The incumbent will be responsible for building a strong aftermarket ecosystem, improving market penetration, enhancing customer satisfaction, and achieving revenue and profitability targets.

Key Responsibilities:

1. Aftermarket Business Strategy:

• Develop and execute the overall aftermarket business strategy to drive revenue growth and profitability.
• Identify new business opportunities, untapped markets, and potential customer segments.
• Develop strategies for increasing market share in the replacement and spare parts market.
• Drive business expansion through new product introductions and market penetration.

2. Sales & Revenue Growth:

• Lead aftermarket sales operations and achieve annual sales and profitability targets.
• Develop and implement sales plans, pricing strategies, and revenue forecasts.
• Drive sales of spare parts, components, accessories, and service-related products.
• Monitor sales performance, margins, market share, and business KPIs.

3. Dealer & Distributor Network Management:

• Develop, expand, and manage dealer, distributor, and channel partner networks across domestic and international markets.
• Appoint new channel partners and strengthen existing relationships.
• Ensure product availability, channel effectiveness, and market coverage.
• Develop dealer incentive schemes and performance management systems.

4. Customer Relationship Management:

• Build strong relationships with OEMs, fleet operators, dealers, distributors, workshops, and end customers.
• Ensure high levels of customer satisfaction and retention.
• Address customer complaints, service issues, and escalations.
• Develop customer-focused aftermarket solutions.

5. Service & Technical Support:

• Oversee aftermarket service operations, warranty management, and technical support.
• Establish service standards and ensure timely resolution of customer issues.
• Improve product reliability and reduce warranty claims through coordination with quality and manufacturing teams.
• Develop training programs for dealers, service teams, and channel partners.

6. Market Intelligence & Competition:

• Monitor market trends, competitor pricing, product offerings, and distribution strategies.
• Identify emerging aftermarket opportunities and changing customer requirements.
• Develop strategies to improve competitive positioning.

7. Business & Financial Management:

• Own the aftermarket P&L, revenue, margins, and operating costs.
• Prepare annual business plans, budgets, and sales forecasts.
• Optimize inventory, working capital, and spare parts availability.
• Ensure effective coordination with manufacturing, supply chain, finance, and product development teams.

8. Team Leadership:

• Lead and develop the aftermarket sales, service, and channel management teams.
• Set performance targets and establish accountability across the team.
• Build a performance-driven culture focused on customer service and business growth.

Desired Candidate Profile:

• Bachelor's degree in Mechanical Engineering, Automobile Engineering, or a related discipline.
• MBA in Sales & Marketing / Business Management preferred.
• 18 - 25 years of experience in the automotive or auto components industry.
• Strong experience in leading aftermarket business operations, spare parts sales, and distribution networks.
• Proven track record of managing large-scale aftermarket sales and service operations.
• Experience in managing dealer and distributor networks across multiple regions.
• Strong commercial acumen with experience in P&L management.
• Excellent leadership, negotiation, and stakeholder management skills.

Key Performance Indicators (KPIs):

• Aftermarket revenue growth.
• Gross margin and overall P&L profitability.
• Market share and channel penetration.
• Dealer and distributor network expansion.
• Spare parts availability and inventory turnover.
• Customer satisfaction and retention.
• Warranty cost and complaint resolution.
• Achievement of annual business targets.