Head of Business Development – Aftersales at CIG Motor Ltd

Job Summary:

• The Head of Business Development – Aftersales is responsible for developing and executing strategies that drive sustainable revenue growth, profitability, and market leadership across all aftersales operations for the automobile industry. This role focuses on expanding parts and service revenues, growing corporate and fleet accounts, improving customer retention, and establishing strategic partnerships that strengthen the company’s aftersales ecosystem.

Key Responsibilities: 

Aftersales Growth & Commercial Strategy

• Develop and implement a comprehensive aftersales business development strategy aligned with corporate objectives.
• Identify, evaluate, and launch new revenue streams including service contracts, fleet maintenance programs, extended warranties, accessories, and value-added services.
• Drive top line and bottom-line performance across parts sales, workshop services, and aftersales solutions.

Market Expansion & Business Development,

• Identify new business opportunities within retail, corporate, fleet, government, and institutional segments.
• Lead acquisition of high-value corporate and fleet service contracts.
• Expand aftersales market coverage through new service locations, mobile service solutions, and channel partnerships.

Key Account & Partnership Management

• Build and manage long-term relationships with fleet operators, insurers, OEMs, logistics firms, and third-party service providers.
• Negotiate and close commercial agreements, SLAs, and pricing frameworks.
• Ensure partner performance aligns with service quality, profitability, and brand standards.

Customer Experience & Retention

• Work closely with operations teams to enhance service quality, turnaround time, and customer satisfaction.
• Design and implement customer loyalty programs, service campaigns, and retention initiatives.
• Monitor customer feedback and lead corrective action plans.

Performance Management & Reporting

• Define and track key performance metrics for aftersales growth, profitability, and customer retention.
• Prepare monthly, quarterly, and annual performance reports for executive management.
• Use market intelligence and data analytics to guide pricing, promotions, and strategic decisions.

Leadership & Governance

• Build, coach, and lead the business development and commercial teams.
• Collaborate with Aftersales Operations, Finance, Supply Chain, Marketing, and HR to deliver integrated solutions.
• Ensure compliance with OEM requirements, company policies, and regulatory standards.

Expected Key Deliverables

• Approved Aftersales Business Development Strategy and annual growth roadmap.
• Signed corporate and fleet service contracts with measurable revenue impact.
• Increased parts, service, and accessories revenue year-on-year.
• Established strategic partnerships with insurers, OEMs, and fleet operators.
• Improved customer retention and repeat service rates.
• Periodic executive dashboards and performance reports.
• Well-structured and performance-driven business development team.

 Key Performance Indicators (KPI) & Target Benchmarks

Financial & Growth KPIs

• Aftersales revenue growth: ≥ 20–30% YoY
• Aftersales gross margin: ≥ 35–45%
• Parts sales growth: ≥ 25% YoY
• Service revenue contribution to total revenue: ≥ 60%

Business Development KPIs

• Number of new corporate/fleet contracts signed: 10–20 annually
• Value of new contracts secured: ₦10 billion per annum (as approved)
• New partnership agreements executed: 5–8 annually

Customer & Service KPIs

• Customer retention rate: ≥ 70–80%
• Repeat service rate: ≥ 65%
• Customer satisfaction index (CSI): ≥ 85%

Operational & Leadership KPIs

• Average service turnaround time improvement: ≥ 15% reduction
• BD team performance achievement: ≥ 90% target attainment
• Compliance with OEM and internal audit standards: 100%

Requirements

• Bachelor’s degree in Business Administration, Marketing, Engineering, or related discipline.
• MBA or relevant professional certification is an advantage.
• Minimum 10–15 years’ experience in automobile aftersales, business development, or commercial leadership.
• Proven experience managing large-scale aftersales operations, fleet accounts, and partnerships.