Division Sales Leader – Automotive Aftermarket Division

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Job Description:

Job Description: Division Sales Leader – Automotive Aftermarket Division

Coverage: Indonesia, Philippines, Malaysia, and Singapore
Function: Sales / Commercial Leadership
Location: Jakarta/Indonesia, with regional travel required
Reports to: SEA Regional Division Sales Leader

Position Summary

The Division Sales Leader for the Automotive Aftermarket Division is responsible for leading sales strategy, commercial execution, channel development, and revenue growth across Indonesia, Philippines, Malaysia, and Singapore. This role drives business performance by developing customer-centric sales plans, strengthening channel partners and key account relationships, improving market coverage, and ensuring alignment with regional business priorities.

The role requires strong commercial leadership, cross-country market knowledge, and the ability to collaborate across marketing, supply chain, finance, technical, and customer operations teams to deliver sustainable growth and profitability.

Key Responsibilities

Sales Strategy and Business Growth

• Develop and execute the sales strategy for the Automotive Aftermarket Division across Indonesia, Philippines, Malaysia, and Singapore.
• Deliver annual revenue, margin, market share, and profitability targets.
• Identify growth opportunities by country, channel, customer segment, and product portfolio.
• Translate regional business priorities into country-level sales execution plans.
• Monitor market trends, competitor activity, customer needs, and industry developments to support business decisions.

Channel Management

• Lead channel strategy, performance management, and capability development across assigned markets.
• Evaluate channel effectiveness, coverage, inventory health, sell-out performance, and customer reach.
• Build strong relationships with channel partners, dealers, workshops, retailers, fleet customers, and other aftermarket partners.
• Drive channel expansion and optimization to improve market penetration and service levels.

Key Account and Customer Management

• Develop strategic relationships with major customers and business partners in the automotive aftermarket ecosystem.
• Lead commercial negotiations with key accounts and channel partners.
• Ensure customer plans are aligned with growth objectives, profitability targets, and brand positioning.
• Support resolution of customer issues in coordination with technical, supply chain, and customer service teams.

Team Leadership

• Lead, coach, and develop sales teams across the assigned countries.
• Set clear performance objectives, provide regular feedback, and drive accountability.
• Build a high-performance sales culture focused on execution excellence, collaboration, and customer value.
• Support talent development, succession planning, and capability building within the sales organization.

Commercial Excellence and Execution

• Drive disciplined sales pipeline management, forecasting, pricing execution, and demand planning inputs.
• Ensure effective implementation of sales campaigns, product launches, promotions, and trade programs.
• Use sales analytics, CRM tools, and performance dashboards to track progress and identify corrective actions.
• Collaborate with marketing to localize value propositions, campaigns, and customer engagement activities.

Financial and Operational Management

• Manage sales budgets and promotional spending effectively.
• Ensure pricing, discounts, and commercial terms comply with company guidelines and profitability expectations.
• Partner with finance and area portfolio leaders to analyze business performance, margin trends, and investment returns.
• Collaborate with supply chain and demand planning teams to improve product availability and service levels.

Compliance and Business Integrity

• Ensure all sales activities comply with company policies, applicable laws, and ethical business standards.
• Promote a culture of integrity, transparency, and responsible business conduct across teams and partners.
• Maintain accurate reporting and documentation for commercial activities, customer agreements, and performance reviews.

Required Qualifications

• Bachelor’s Degree in Business, Marketing, Engineering, or a related field. MBA or postgraduate qualification is preferred.
• Significant sales leadership experience, preferably in automotive aftermarket, industrial, consumer goods, or B2B channel-driven businesses.
• Proven experience managing multi-country sales operations in Southeast Asia.
• Strong channel partners management, key account management, and commercial negotiation skills.
• Demonstrated ability to deliver revenue growth, margin improvement, and market expansion.
• Experience leading teams across diverse countries, cultures, and business environments.
• Strong analytical skills with the ability to interpret sales data, market trends, and financial performance.
• Excellent communication, influencing, and stakeholder management skills.
• Fluency in English is required.

Preferred Experience

• Experience in automotive refinish, detailing, repair, maintenance, accessories, consumables, or related aftermarket categories.
• Existing knowledge of Indonesia, Philippines, Malaysia, and Singapore automotive aftermarket channels.
• Experience working with channel partners, workshops, body shops, dealerships, retailers, e-commerce platforms, or fleet customers.
• Familiarity with CRM systems, sales forecasting tools, and commercial performance dashboards.

Key Competencies

• Strategic sales leadership
• Commercial and financial acumen
• Channel development and management
• Customer relationship management
• Cross-functional collaboration
• Market and competitive analysis
• Negotiation and influencing
• People leadership and coaching
• Execution discipline
• Integrity and compliance mindset

Success Measures

• Achievement of sales targets
• Growth in market share and customer base across assigned countries
• Improved channel partners performance and channel coverage
• Successful execution of strategic initiatives and product launches
• Accurate sales forecasting and pipeline management
• Strong engagement and performance of country sales teams
• Positive customer and partner relationships
• Compliance with company policies and business conduct expectations

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