Sales Manager - Commercial Vehicles & Parts

Job Title

Sales Manager – Commercial Aftermarket Parts & Vehicle Trading

Location

Dubai (with frequent travel to African markets)

Reports To

Managing Director

Company

A renowned PAN Africa distributor of LCVs and genuine automotive accessories including tyres, spark plugs, filters, bearings, shock absorbers, and lubricants.

Role Purpose

To establish, lead, and scale a new division focused on aftermarket parts and vehicle trading across the African continent. The role will drive market entry, develop trading channels, oversee supply chain and warehousing support, and ensure profitable growth while positioning the company as a trusted trading partner across Africa.

Key Responsibilities Business Setup & Strategic Leadership

• Develop the Africa market entry and expansion strategy for aftermarket parts and vehicle trading.
• Build the division from the ground up, including establishing processes, commercial models, operating frameworks, and performance metrics.
• Conduct market assessments across East, West, Central, North, and Southern Africa to identify high-potential trading partners, government opportunities, and demand pockets.
• Build and manage annual business plans, revenue targets, pricing strategies, and profitability goals.

Trading & Commercial Management

• Establish and manage trading relationships with distributors, wholesalers, fleet operators, and government procurement entities across Africa.
• Negotiate commercial terms, supply contracts, credit policies, and long-term trading agreements.
• Ensure competitive pricing based on landed cost analysis, regional regulations, currency volatility, and local market behaviour.
• Monitor regional sales performance and drive corrective actions to achieve revenue and margin targets.

Supply Chain, Logistics & Warehouse Setup

• Evaluate, set up, and manage local warehousing or bonded facilities in key African hubs to improve product availability and delivery lead times.
• Oversee forecasting, inventory planning, SKU management, and replenishment models for parts.
• Coordinate with internal supply chain and procurement teams to ensure timely sourcing, shipment, and customs compliance for all African markets.
• Optimise logistics routes, shipping methods, and partners for cost‑effective cross‑border movement.

Regulatory, Compliance & Risk Management

• Ensure adherence to African trade regulations, customs requirements, and country‑specific automotive import norms.
• Assess and mitigate risks related to currency fluctuations, political environments, payment cycles, and cross‑border trade restrictions.
• Implement robust governance on credit management and partner due‑diligence.

Market Development & Partner Enablement

• Identify and appoint new distributors, trading partners, and channel networks.
• Develop marketing, promotion, and product‑education initiatives to strengthen parts penetration and brand visibility.
• Provide aftersales support, product training, and technical guidance to African partners as required.

Internal Collaboration & Reporting

• Work closely with finance, supply chain, sourcing, and executive teams to align operational priorities.
• Prepare monthly business reviews, forecasts, and performance updates for senior leadership.
• Provide insights on country‑specific trends, competitor behaviour, and demand patterns.
• Revenue and gross‑margin growth across African markets.
• Number and quality of new trading partners onboarded.
• Parts availability levels and fill‑rate improvements in local markets.
• Warehouse set‑up timelines, operational efficiency, and cost optimization.
• Reduction in logistics lead times and landed cost efficiencies.
• Market share growth for aftermarket parts in target regions.
• Timely reporting, compliance adherence, and risk‑mitigation effectiveness.

Required Experience & Qualifications Education

• Bachelor’s degree in Business, Automotive Engineering, Supply Chain, or related field.
• MBA preferred.

Experience

• 12–15 years of experience in international automotive trading, aftermarket parts, or vehicle distribution.
• Strong experience managing business across African markets (multiple regions mandatory).
• Proven track record of setting up new trading operations, distribution networks, or regional business units.
• Knowledge of commercial‑vehicle parts ecosystem is highly desirable.
• Experience handling warehouse operations, landed cost structures, cross‑border logistics, and channel pricing.
• Strong commercial acumen and negotiation capability.
• Deep understanding of African trade regulations and automotive market behaviour.
• Excellent relationship‑building skills across multicultural environments.
• Analytical mindset with competency in forecasting and P&L management.
• Ability to travel extensively across Africa.

Desired Personal Attributes

• Entrepreneurial mindset with high ownership.
• Hands‑on operator comfortable building processes from scratch.
• Ability to navigate ambiguity and manage diverse stakeholders.
• Strong integrity, accountability, and resilience.

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