Senior Sales Manager - Spare Parts

Location: South - Lagos, Ondo & Ogun / North – Kaduna & Yola 

Reports to: Head – Spare Parts / Business Head / Profit Centre Head

Direct Reports: Sales Managers / Area Sales Managers (Field Sales Team)

Function: Spare Parts of 3w (Keke) & Engine Oil

Our client is a leading multinational trading and industrial solutions company with a long-standing reputation for delivering high-quality products and services across diverse sectors, committed to operational excellence, innovation, and customer satisfaction.

The Company is seeking an experienced Senior Sales Manager – Spare Parts. The Ideal candidate will be required to own the complete sales charter and operational delivery of the spare parts business through the dealer and distributor network. The role carries full responsibility for primary and secondary sales targets, channel profitability, network expansion, commercial policy, inventory health, and the development of the field sales team. The incumbent is accountable for the top line and bottom line of the spare parts vertical and is expected to convert business strategy into measurable market performance.

Responsibilities

• Own and deliver the annual spare parts sales targets (primary and secondary) for the assigned region/territory through the dealer and distributor network.

• Develop and execute the spare parts sales and go-to-market strategy, including potential mapping, business planning, and target setting for channel partners.

• Drive secondary sales growth by improving market penetration, width and depth of network coverage, and product range availability across towns and untapped territories.

• Evaluate, appoint, and develop dealers, distributors, and stockists based on vehicle population, demand potential, and white-space analysis.

• Formulate and implement the spare parts commercial policy, distributor margins, credit norms, and incentive schemes in line with organizational profit objectives.

• Hold direct accountability for the P&L of the spare parts vertical, ensuring the targeted gross profit is achieved while managing pricing, discounting, and scheme spends.

• Track and review dealer/distributor performance against principal objectives, aligning channel partners with business directives and OEM guidelines.

• Plan and oversee promotional and demand-generation activities (mechanic meets, retailer meets, road shows, campaigns) to enhance genuine parts visibility and preference.

• Lead, coach, and review the field sales team (Sales Managers / ASMs), setting individual targets and driving a structured review mechanism for sales force productivity.

• Oversee warehouse and supply-chain coordination to ensure timely parts availability from inbound to channel end-users.

• Generate business intelligence through DMS/CRM data and custom reporting to guide decisions on inventory, customer clusters, and growth opportunities.

Targets and KPIs

• Primary and secondary sales value and volume achievement (%).

• Gross profit / contribution margin of the spare parts vertical.

• Market share growth and network coverage (width & depth).

• New dealer/distributor appointments and active retailer count.

• Inventory health – fill rate, non-moving stock liquidation, and ageing.

• Collection / credit control and overdue management.

• Team productivity and individual target achievement of direct reports.

Requirements

• Graduate in any discipline; MBA in Marketing/Sales preferred.

• 10–15 years of experience in spare parts / auto components / aftermarket sales, with at least 4–5 years in a senior or team-leadership capacity.

• Proven track record of managing sales through dealer and distributor networks with full target and P&L ownership.

• Strong experience in channel appointment, commercial policy design, and secondary sales development.

• Sound understanding of inventory management, demand planning, and aftermarket dynamics (2W/3W/4W/CV as relevant).

• Proficiency in SAP / CRM (Siebel or similar), DMS, MS Office, and analytical tools.

• Strong leadership, negotiation, and analytical skills with willingness to travel extensively.

Benefits

Highly Competitive