About this role
Responsibilities
- Manage assigned key accounts and oversee sales representatives responsible for B- and C-category customers.
- Own sales turnover, profitability, and overall performance of allocated customer accounts.
- Serve as the primary point of contact for key accounts, ensuring high levels of customer satisfaction and service delivery.
- Develop, plan, execute, and manage sales budgets for nationwide multi-location customers.
- Build and maintain strong customer relationships through regular engagement with branch managers and other stakeholders.
- Identify and implement commercial opportunities, promotional activities, and growth initiatives.
- Analyze customer portfolios to identify business potential, customer needs, cross-selling opportunities, and demand-generation activities.
- Consolidate customer forecasts and forward orders to support planning and supply chain activities.
- Establish and drive cross-functional relationships between customer and company stakeholders, including management, logistics, finance, IT, and marketing teams.
- Actively manage Vendor Managed Inventory (VMI) and other customer-focused programs.
- Monitor and manage customer profitability and margins at both product and account level.
- Identify business risks within the customer base and implement preventative measures.
- Manage all account administration activities, including:
Order reconciliation
- Rebate management and reconciliation
- Credit notes and stock returns
- Payment terms and account management
- Minimum order quantities (MOQs)
- International buying group rebate administration and communication with EMEA structures
- Annual rebate structure development and approval processes
- Participate in pricing strategy and price-setting activities.
- Manage approved discount programs and pricing authorizations.
- Ensure acceptance and implementation of price increases with key customers.
- Coordinate marketing campaigns, promotions, incentive programs, training sessions, and seminars in collaboration with brand and marketing teams.
- Lead discussions related to new product introductions (NPI), product portfolio expansion, and market opportunities.
- Work closely with product teams on cost reviews, product performance, and portfolio development.
- Manage and develop assigned sales representatives and support wider sales team performance.
- Collaborate with customer service, supply chain, finance, technical, brand, and product management teams to improve service levels and business results.
- Ensure compliance with company policies, corporate governance requirements, environmental, health and safety standards, and applicable legal regulations.
Requirements
- Minimum Grade 12 (high school qualification).
- Bachelor's degree in Sales, Marketing, Business, or a related field preferred.
- Minimum 10 years' experience in a sales management role within the automotive industry.
- Experience in the automotive aftermarket, spare parts, or OES sector is highly desirable.
- Proven experience managing key accounts and developing long-term customer partnerships.
- Strong sales, business development, and negotiation skills.
- Ability to manage customer profitability, pricing, rebates, and commercial agreements.
- Strong analytical and strategic thinking abilities.
- Experience with sales forecasting, budgeting, and account planning.
- Excellent relationship-building and stakeholder management skills.
- Strong leadership skills with experience managing or coaching sales teams.
- Fluent English communication skills.
- Proficiency in Microsoft Office applications, particularly Excel and PowerPoint.
- Working knowledge of SAP, BW, or similar ERP/business intelligence systems.
- Ability to adapt quickly to changing business and market environments.
- Strong organizational skills and attention to detail.
- Customer-focused mindset with a track record of delivering business growth.
- Ability to work cross-functionally and effectively collaborate with internal and external stakeholders.
- Commitment to compliance, corporate governance, and workplace safety standards.
We offer:
- Sales Incentive Plan (SIP) bonus
- Car benefit
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