Role SummaryAs a key member of the
Automotive Aftermarket Americas Leadership Team, the Head of Sales IAM is responsible for driving profitable growth and market leadership across North America. This role leads the development and execution of a comprehensive go-to-market strategy, expanding sales channels-including IAM (Retail, Traditional Distributors, Installers, Ecommerce, Direct Accounts), Private Label, Intercompany, and Export-and achieving ambitious revenue and EBIT targets. The Head of Sales fosters a high performance, customer-centric culture, champions innovation, and ensures strong collaboration across regional and global teams to secure long-term competitiveness.
This position is based in our Main Office in Gastonia, NC.
Main Tasks- Provide strategic leadership for Sales and Business Development in alignment with the company's overall plan.
- Develop, lead, and execute a go-to-market strategy to position the organization as a market leader in North America.
- Act as the business leader to own, communicate, and drive the sales strategy across regional and functional teams to deliver annual objectives.
- Serve as a core member of the Aftermarket Leadership Team to ensure alignment with overall company targets.
- Own delivery of business targets for the North America Sales IAM organization.
- Direct sales forecasting activities and monitor performance goals.
- Review market analysis to determine customer needs, pricing, and discount strategies.
- Expand and coordinate sales distribution networks by establishing territories, quotas, and goals.
- Align marketing plans and programs, both short and long term, to support sales and revenue objectives.
- Recommend product positioning and pricing strategies to maximize long-term market share.
- Ensure profit/loss ratios and market share targets are achieved in line with company strategy and industry trends.
- Identify and develop new accounts, supporting their growth.
- Build and maintain strong customer networks within the aftermarket industry and manage C-suite relationships.
- Monitor competitive products and marketing activities; align actions with Marketing and Product Management.
- Coordinate external agencies to optimize sales activities.
- Collaborate with related business units globally.
- Perform other job-related duties as assigned.
Leadership Responsibilities- Build a culture of teamwork and cooperation across the region, ensuring a "One Team" approach aligned with company values and leadership principles.
- Ensure clear communication and collaboration with internal and external stakeholders.
- Drive organizational sustainability through talent recognition, succession planning, coaching, and development.
- Cultivate a hunting culture and attract top talent.
- Lead by example, demonstrating the ability to close deals and provide hands-on guidance when needed.
- Foster an inclusive work environment and support team wellbeing.
- Ensure compliance with statutory reporting, health & safety, and regulatory requirements.
Job Requirements- 15+ years of sales experience in the Automotive Aftermarket industry, including 10+ years in leadership roles.
- Proven success in leading large, multi-location sales teams and agencies.
- Expertise in aftermarket distribution channels (Retail, Ecommerce); OEM/OES experience preferred.
- Demonstrated ability to deliver significant growth in sales and EBIT.
- Strong analytical and problem-solving skills with a focus on profitability.
- Ability to work effectively in a global, multicultural environment.
- Excellent communication and negotiation skills; proven ability to influence at all levels.
- Experience with European HQ organizations preferred.
- Master's degree in Business, Marketing, or MBA preferred.
- Proficiency in modern sales tools and CRM systems (e.g., Salesforce).
- Entrepreneurial mindset, results-oriented, and driven for growth.
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