Sales & Marketing Manager (Sparepart Automotive)

Job Purpose

Lead the Sales & Marketing function to achieve sustainable revenue growth, strengthen market coverage, improve collection performance, and develop long-term customer relationships.

The Sales & Marketing Manager acts as the commercial owner for sales performance, pricing and promotion within delegated authority, sales forecasting, market development, customer management, and team execution. This role is expected to translate business targets into clear commercial strategies and ensure disciplined execution across the sales team.

Key Responsibilities

• Lead the achievement of company revenue targets by developing sales strategies, territory priorities, customer plans, and execution programs.

• Manage and coach the Sales team to ensure individual and team targets are consistently achieved.

• Establish annual and monthly sales targets and ensure disciplined daily, weekly, and monthly performance reviews.

• Own sales forecasting and pipeline management, including identifying performance gaps and developing corrective actions.

• Drive new customer acquisition and expand market coverage across targeted areas, channels, workshops, retailers, and distributors.

• Manage key customer relationships and ensure customer issues, complaints, and commercial concerns are resolved within the agreed service level.

• Work closely with Finance and the Sales team to manage customer collection, aging, and DSO performance.

• Review customer master data, payment terms, commercial conditions, and credit-related considerations before transactions proceed.

• Review and approve standard pricing, discounts, and commercial terms within delegated authority, while escalating exceptions according to the company's approval matrix.

• Evaluate pricing, margin, market positioning, competitor activity, and customer feedback to support commercial decisions.

• Lead commercial planning and execution for promotions, bundling, clearance programs, channel activation, and other trade marketing initiatives.

• Coordinate with the Product team on product launches, market demand, pricing, product positioning, sales enablement, and portfolio performance.

• Ensure Sales teams are properly briefed on new products, target customers, selling points, pricing, and territory priorities before product launches.

• Monitor competitor activities, market pricing, customer trends, and field insights to identify business opportunities and commercial risks.

• Evaluate the effectiveness of sales and marketing programs based on revenue impact, customer response, cost, stock movement, and commercial results.

• Oversee commercial approval for customer returns and ensure proper coordination with Operations and Finance.

• Conduct regular performance reviews, coaching, and KPI evaluations for the Sales & Marketing team.

• Identify manpower and capability requirements within the department and participate in recruitment, selection, and development of Sales team members.

• Maintain strong cross-functional collaboration with Product, Finance, Operations, and Management to ensure smooth Order-to-Cash and commercial processes.

• Provide management with clear sales performance reports, market insights, forecasts, key risks, and recommended actions.

Key Performance Expectations

The role will be primarily measured based on:

• Revenue Achievement

• Collection / Sales Team DSO

• Customer Complaint Resolution

• Sales Team Target Achievement

• New Customer Acquisition Growth

• Pricing, Discount & Promotion Review Turnaround

• Sales Forecast and execution discipline

• Market expansion and commercial program effectiveness

Qualifications

• Bachelor's degree in Business, Marketing, Management, or a related field.

• Minimum 6-8 years of experience in Sales, within distribution, automotive aftermarket, and automotive spare parts with extensive dealer/retail networks.

• Minimum 2-3 years of experience in a managerial or sales leadership position.

• Proven track record in achieving revenue targets and managing field sales teams.

• Strong understanding of B2B sales, distribution channels, customer development, and territory management.

• Experienced in managing sales forecasting, target setting, pipeline reviews, and sales performance analysis.

• Strong commercial understanding of pricing, discounts, margins, promotions, and customer profitability.

• Good understanding of account receivables, customer collection, aging, and credit risk from a commercial perspective.

• Capable of developing and executing trade promotion, customer activation, and market development programs.

• Strong leadership and coaching capability, particularly in managing field-based Sales teams.

• Strong negotiation, communication, problem-solving, and stakeholder management skills.

• Comfortable working with data and able to translate sales numbers, market information, and customer insights into clear commercial actions.

• Able to work cross-functionally with Product, Finance, Operations, and senior management.

• Hands-on, commercially driven, and comfortable working both strategically and close to field execution.

Preferred:
Experience in automotive spare parts, automotive aftermarket, distributor, dealer, workshop, or multi-SKU distribution businesses will be highly advantageous.