Motus Aftermarket Parts is searching for a National Head of Sales to join the Alert Engine Parts division. The purpose of the position is to provide strategic leadership and direction to the entire sales organisation, driving sustainable revenue growth, profitability, customer acquisition, market-share expansion and sales excellence across the national retail business.
The role is accountable for developing and executing the national sales strategy, leading high-performing sales teams, strengthening customer and strategic partner relationships, identifying new market opportunities, and ensuring effective sales, pricing, budgeting, forecasting and performance-management practices.
The role is based in Johannesburg and Pretoria.
Minimum Requirements
- Matric.
- Degree in Marketing and Sales, Business Management, or a related field preferred.
- Minimum 10 years’ relevant sales experience.
- Minimum 5 years’ experience in a senior sales, management or similar leadership role.
- Proven experience in a national or multi-territory sales environment.
- Experience in the aftermarket parts, automotive or related industry is highly advantageous.
- Demonstrated experience in sales strategy, budget management, forecasting, key-account management and team leadership.
- Proven track record of achieving and exceeding revenue and profitability targets.
Key Performance Areas and Main Outputs
- Overall Sales Performance
- Achieve overall sales revenue targets on a monthly, quarterly and annual basis.
- Drive sustainable sales growth and increase national market share.
- Ensure the profitability of sales operations through effective management of gross margins and sales expenses.
- Develop, manage and monitor the national sales budget.
- Accurately forecast sales performance, expenditure and market demand.
- Review sales performance data and contribute to the annual budgeting and business-planning process.
- Oversee the end-to-end sales negotiation process, from lead generation through to the closing of significant deals.
- Ensure sales processes are efficient, commercially sound and aligned with company objectives.
- Identify underperforming territories, channels, customers and sales activities, and implement appropriate corrective action.
- Sales Strategy Development and Implementation
- Develop and implement the overall national sales strategy in alignment with the company’s strategic objectives.
- Translate business objectives into clear sales plans, targets and initiatives.
- Identify, assess and develop new market and revenue opportunities.
- Expand the retailer network within the assigned national territory.
- Develop and implement pricing strategies and sales programmes that support both volume growth and profitability.
- Monitor market conditions and adjust sales strategies where required.
- Establish appropriate sales targets and performance measures for the sales organisation.
- Drive continuous improvement in sales processes, methodologies and execution.
- Strategic Partnerships and Customer Relations
- Identify, establish and maintain strategic partnerships that expand the company’s sales reach.
- Build and maintain strong relationships with retailers, workshops, mechanics and other key customers.
- Develop and maintain relationships with key distributors and suppliers.
- Conduct regular visits to retail outlets to understand market conditions and customer requirements.
- Identify non-performing outlets, territories and customer segments and implement appropriate interventions.
- Represent the company at customer evenings, networking events, industry events and relevant trade exhibitions.
- Conduct product demonstrations, product-awareness sessions and sales presentations for retailers and mechanics.
- Strengthen customer loyalty, retention and long-term commercial relationships.
- Ensure customer feedback and market insights are communicated to relevant internal stakeholders.
- Market Intelligence, Marketing and Sales Reporting
- Gather and analyse competitor pricing, promotional schemes, product launches and market activities.
- Monitor industry trends, competitor strategies and changing customer needs.
- Translate market intelligence into actionable sales strategies and commercial opportunities.
- Ensure accurate and timely sales reporting across all territories.
- Monitor sales dashboards and reporting tools, including Repsly and Power BI.
- Track and analyse key sales indicators, including lead-conversion rates, revenue per client and customer-retention rates.
- Maintain accurate records of daily sales visits, sales activity, collections and stock.
- Submit territory-specific performance reports within required deadlines.
- Use data and analytics to identify trends, risks, opportunities and areas requiring corrective action.
- Leverage Power BI reporting and analytics to provide actionable insights into sales performance, customer activity, territory performance and key commercial trends.
- Team Leadership and Collaboration
- Build, lead and develop a high-performing national sales team.
- Establish and maintain a culture of sales excellence aligned with MAP values.
- Set clear performance expectations, objectives and accountability measures.
- Mentor, coach and develop sales leaders and high-potential employees.
- Identify skills and capability gaps and implement appropriate development plans.
- Drive effective performance management and address underperformance proactively.
- Promote collaboration, communication and knowledge-sharing across the sales organisation.
- Collaborate with the Supply and Demand function to ensure timely stock replenishment and product availability.
- Identify product-availability gaps and communicate customer feedback to Product and Marketing teams.
- Collaborate with Finance/Credit on new-customer credit approvals and manage credit risk associated with sales activities.
- Ensure sales decisions balance revenue growth, customer service, profitability and commercial risk.
Key Success Measures
- Revenue growth and achievement of national sales targets.
- Market-share growth and expansion of the retailer network.
- Gross profit and overall sales profitability.
- New-customer and strategic-account acquisition.
- Customer retention and strength of customer relationships.
- Sales-team productivity, capability and performance.
- Budget adherence and forecast accuracy.
- Quality and timeliness of sales reporting and market intelligence.
- Effective management of credit and commercial risk.
- Successful execution of the national sales strategy.
- Effective utilisation of Repsly and Power BI to monitor, analyse and improve sales performance.
Role Profile Summary
The Senior Manager: Head of Sales is a strategic and commercially accountable leadership position responsible for the overall performance and direction of the national sales organisation. The incumbent must combine strong strategic thinking with hands-on commercial leadership, customer engagement and people management.
Success in the role requires a proven ability to deliver sustainable revenue and market-share growth while maintaining profitability, strengthening the retailer and customer network, developing high-performing sales teams and ensuring effective collaboration across the broader organisation. The role also requires strong data-driven decision-making and the ability to leverage Repsly and Power BI to enhance sales visibility, performance management and commercial outcomes.