Senior Manager - IAM (Aftermarket sales)

Krsv Innovative Auto Solutions; Bengaluru; On-site; INR 3,000,000 - 5,000,000; Full time

Job summary

Koovers, an automotive aftermarket company, seeks a Head of IAM Sales to drive growth across Independent Aftermarket channels. You will shape sales strategy, build and lead a robust IAM sales team, expand workshop networks and manage revenue targets across multiple regions.

You will travel extensively, develop new markets, and collaborate with procurement, finance and operations to ensure profitable growth while maintaining strong relationships with workshops and mechanics.

Qualifications

• Graduate in any discipline.
• Qualification in Automobile, Sales, Marketing or Business Management will be an advantage.
• 12+ years of experience in sales and business development.
• Significant experience managing large field sales teams.
• Experience managing multiple territories or regions is required.
• Strong experience in the Passenger Car Aftermarket Industry is mandatory.
• Strong experience in Independent Aftermarket (IAM) sales is required.

Responsibilities

• IAM Sales & Business Growth: Own the overall sales performance of the IAM business.
• Develop and execute the IAM sales strategy in line with Koovers' business goals.
• Own revenue and sales targets for the IAM business.
• Drive growth in sales, active customers and customer coverage.
• Develop new markets and expand Koovers' presence across cities and territories.
• Identify new business opportunities within the passenger car aftermarket.
• Monitor business performance and take timely action to address gaps.
• Ensure sustainable and profitable business growth.
• Customer & Market Development: Build strong relationships with workshops, garages and mechanics.
• Develop high-potential customers and increase their business with Koovers.
• Identify workshop clusters and plan customer acquisition/retention.
• Understand market trends and competitor activity.
• Market expansion and strategic planning: identify new cities/regions and expansion plans.
• Collaborate with procurement, finance and operations to support sales.
• Team Leadership: lead and develop IAM sales team, set targets, review performance.
• Market coverage across PAN India and multi-city management.

Skills

Independent Aftermarket sales

Sales strategy

Regional management

Customer acquisition

Market expansion

Key customer management

Sales forecasting

Team leadership

Commercial understanding

Sales performance analysis

Leadership

Communication

Decision making

Problem solving

Ownership

Multi-team management

Senior management collaboration

Education

Graduate

Automobile / Sales / Marketing / Business Management advantage

Job description

JOB DESCRIPTION

Job Title

Head - IAM Sales

About Koovers

Koovers is an automotive aftermarket company that works directly with workshops, garages and local mechanics to help them source automotive parts and meet their day-to-day requirements.

Website

https://www.koovers.com/

Position Overview

The Head - IAM Sales will be responsible for the overall growth and performance of Koovers' Independent Aftermarket (IAM) business. The role will focus on developing the sales strategy, expanding the workshop and garage network, increasing sales and customer coverage, building a strong sales team and ensuring profitable business growth.

Job Details

Particular

Details

Department

Sales

Function

Independent Aftermarket (IAM) Sales

Location

[Location]

Reports To

[Designation]

Experience

12+ years

Education

Graduate

Employment Type

Full-time

Working Days

Monday to Saturday

Working Hours

9:45 AM to 6:45 PM

Travel Requirement

Extensive travel across markets as required

Key Responsibilities

IAM Sales & Business Growth

• Own the overall sales performance of the IAM business.
• Develop and execute the IAM sales strategy in line with Koovers' business goals.
• Own revenue and sales targets for the IAM business.
• Drive growth in sales, active customers and customer coverage.
• Develop new markets and expand Koovers' presence across cities and territories.
• Identify new business opportunities within the passenger car aftermarket.
• Monitor business performance and take timely action to address gaps.
• Ensure sustainable and profitable business growth.

Customer & Market Development

• Build strong relationships with key workshops, garages and local mechanics.
• Develop high-potential customers and increase their business with Koovers.
• Identify important workshop and garage clusters across markets.
• Develop plans to increase customer acquisition and retention.
• Understand market trends, customer requirements and competitor activity.
• Identify opportunities to increase Koovers' share of business with existing customers.
• Maintain strong relationships with key customers and support the sales team in major customer discussions.

Sales Strategy & Planning

• Develop annual and periodic sales plans for the IAM business.
• Define sales priorities, target markets and customer segments.
• Set territory-wise sales targets in line with business objectives.
• Review sales performance across regions and territories.
• Track customer acquisition, active customers, sales growth and repeat business.
• Use sales and market information to identify opportunities and improve performance.

Team Leadership

• Lead and manage the overall IAM sales team.
• Define the sales organisation structure based on business requirements.
• Set clear targets and responsibilities for regional and territory teams.
• Review team and territory performance regularly.
• Develop Sales Managers and other team leaders through coaching and regular reviews.
• Identify manpower requirements and support recruitment of the sales team.
• Build a strong, performance-driven sales team.
• Ensure clear ownership and accountability across the sales organisation.

Market Expansion

• Identify new cities, territories and customer clusters for expansion.
• Evaluate the business potential of new markets.
• Develop plans for entering and growing in new markets.
• Monitor competitor presence, pricing and market activity.
• Work with the sales team to increase Koovers' coverage across the Independent Aftermarket.
• Provide market insights and recommendations to senior management.

Commercial & Business Management

• Monitor sales revenue, business growth and margins.
• Work closely with Procurement to improve product availability and pricing.
• Coordinate with Finance regarding customer credit, outstanding payments and collections.
• Work with Warehouse and Operations teams to ensure timely fulfilment of customer requirements.
• Identify and resolve major commercial and operational issues affecting sales.
• Ensure sales growth is supported by healthy customer and business economics.

Business Review & Reporting

• Conduct regular reviews of IAM sales performance.
• Review region-wise and territory-wise sales and customer performance.
• Monitor sales pipeline and future business opportunities.
• Track new customer additions, active customers and customer retention.
• Present business performance, market developments and action plans to senior management.
• Identify key risks and opportunities and take appropriate action.

Candidate Profile

Educational Qualification

• Graduate in any discipline.
• Qualification in Automobile, Sales, Marketing or Business Management will be an advantage.

Experience

• 12+ years of experience in sales and business development.
• Significant experience managing large field sales teams.
• Experience managing multiple territories or regions is required.

Industry Experience

• Strong experience in the Passenger Car Aftermarket Industry is mandatory.
• Strong experience in Independent Aftermarket (IAM) sales is required.
• Experience working directly with workshops, garages and local mechanics is strongly preferred.

Required Skills

Functional Skills

• Independent Aftermarket sales.
• Sales strategy and business development.
• Regional and territory management.
• Customer acquisition and retention.
• Market expansion.
• Key customer management.
• Sales planning and forecasting.
• Team leadership.
• Commercial and margin understanding.
• Sales performance analysis.

Behavioural Skills

• Strong leadership.
• Commercial thinking.
• Excellent communication and relationship-building.
• Decision-making ability.
• Problem-solving.
• Strong ownership and accountability.
• Ability to manage multiple teams and markets.
• Ability to work closely with senior management.

Preferred Skills

• Strong knowledge of passenger car spare parts.
• Strong understanding of the Independent Aftermarket.
• Established network within workshops, garages and local mechanics.
• Good understanding of regional aftermarket markets.
• Experience in scaling a field sales organisation.
• Experience managing a multi-city or multi-region sales business.

Role-Specific Requirements

• Deep understanding of the Passenger Car Independent Aftermarket.
• Strong understanding of workshops, garages and local mechanic networks.
• Ability to develop and execute an IAM sales strategy.
• Ability to expand Koovers' customer network across new and existing markets.
• Ability to lead and develop a geographically distributed sales team.
• Willingness to travel extensively across markets.
• Ability to balance sales growth, customer development and business profitability.
• Ability to work closely with Procurement, Operations, Finance and senior management.

Reporting Structure

Reports To: Head Sales, Strategy and BD
Direct Reports: Managers - IAM Sales / IAM Sales Team
Function: Sales
Geographical Responsibility: PAN India