Sales Manager –3W Spare Parts & Engine Oil (Field Sales) at Dunn & Braxton

Reports to: Senior Sales Manager – Spare Parts ( 2W&3W)
Direct Reports: Sales Officers / Field Executives (where applicable)
Function: Spare Parts of 3w (Keke) & Engine Oil

• Our client is a leading multinational trading and industrial solutions company with a long-standing reputation for delivering high-quality products and services across diverse sectors, committed to operational excellence, innovation, and customer satisfaction.
• The Company is seeking an experienced Sales Manager – Spare Parts. This is a field-focused, target-carrying role responsible for driving secondary sales and parts availability within an assigned territory through the dealer, distributor, and retailer network. Reporting to the Senior Sales Manager, the incumbent works on the ground to expand network coverage, grow retail off-take, execute promotional activity, and ensure genuine parts reach the end customer. The role is measured primarily on territory sales achievement and market coverage.

Responsibilities

• Achieve assigned monthly, quarterly, and annual spare parts sales targets (primary and secondary) for the territory.
• Drive secondary sales by working closely with distributors, retailers, mechanics, and re-borers to improve parts off-take and availability.
• Execute network expansion through universal market mapping – identifying and tapping untapped towns, villages, and no-retailer territories.
• Identify and recommend new retailers, mechanics, and sub-stockists to improve width and depth of distribution.
• Ensure distributor and retailer stock health by promoting the right product mix and supporting liquidation of slow/non-moving parts (ABC/FMS).
• Implement commercial policy, schemes, and incentive programs at the field level and communicate them effectively to channel partners.
• Conduct mechanic meets, retailer meets, van campaigns, and road shows to build genuine-parts awareness and visibility.
• Manage credit and collections at the territory level, ensuring healthy outstanding and adherence to credit norms.
• Provide regular market intelligence – competitor activity, pricing, demand trends, and counterfeit/spurious parts movement.
• Maintain accurate reporting through DMS/CRM, including daily visit plans, order capture, and sales tracking.
• Build and maintain long-term relationships with channel partners to ensure loyalty and preference for genuine spares.
• Generate business intelligence through DMS/CRM data and custom reporting to guide decisions on inventory, customer clusters, and growth opportunities.

Targets and KPIs

• Territory primary and secondary sales achievement (value & volume).
• Retail / mechanic coverage and number of active billing outlets.
• New retailer / sub-stockist additions.
• Product range sold and non-moving stock liquidation.
• Collection efficiency and overdue control.
• Market visit adherence and reporting discipline.

Requirements

• Graduate in any discipline; MBA / Diploma in Marketing an advantage.
• 4–8 years of field sales experience, preferably in spare parts / auto components / FMCG / lubricants distribution.
• Hands-on experience in secondary sales, distributor handling, and retail network development.
• Strong territory knowledge, relationship-building, and on-ground execution skills.
• Working knowledge of DMS/CRM and MS Office (Excel).
• Self-driven, target-oriented, and willing to travel extensively within the assigned territory; valid driving license preferred.