Description:

The Head of Aftermarket Business is a top-tier executive role responsible for the entire Profit & Loss (P&L) statement of the Aftermarket Products Division (APD) of the Group. This leader will be responsible for strategic, operational, and financial outcomes. The role aligns all business functions toward robust growth, market leadership and sustained profitability in a highly competitive landscape.

Key Responsibilities:

Strategic Leadership & P&L Management:

- P&L Ownership: Take full accountability for the divisions financial performance, including revenue targets, gross margin optimization, operational expenses, and working capital efficiency.

- Vision & Strategy: Develop and drive the annual operating plan and strategic business plan for the Aftermarket business, identifying key growth segments, product adjacencies, and market expansion initiatives.

- Business Transformation: Lead initiatives to digitize the distribution ecosystem, enhance data analytics for demand forecasting and improve supply chain agility to meet rapid service demands.

Market Penetration & Distribution Excellence:

- Channel Strategy: Design and manage a robust, multi-tier distribution structure (distributors, wholesalers, retailers, service workshops) optimized for maximum reach and minimized channel conflict across all key states.

- Network Expansion: Aggressively drive geographical expansion into underserved Tier 2, 3, and 4 markets, establishing new partnerships and strengthening the rural presence.

- Dealer Management: Establish high performance standards for the partner network, utilizing technology to monitor inventory levels, sales velocity, and adherence to company policies.

Product Portfolio & Brand Management:

- Product Lifecycle Management: Identify gaps in the current product portfolio and champion the New Product Introduction (NPI) process specifically for the aftermarket, including service kits, high-wear components, and multi-brand replacement parts.

- Market Intelligence: Conduct continuous market and competitive analysis (pricing, promotions, product mix, and quality) to maintain a competitive advantage.

- Brand Building: Lead B2C and B2B marketing efforts, developing strong brand recognition and trust among mechanics and end-consumers through targeted trade promotions and digital campaigns.

Operational & Team Leadership:

- Demand Planning: Collaborate closely with the manufacturing and supply chain teams to drive accuracy in demand forecasting, ensuring optimal inventory levels to eliminate stock-outs while minimizing working capital tied up in inventory.

- Talent Development: Recruit, mentor, and lead a high-performing national sales, service, and marketing team, fostering a culture of accountability, continuous learning, and customer-centricity.

- Customer Experience: Oversee service and warranty processes, driving improvements that enhance customer satisfaction and strengthen brand loyalty.

- Compliance: Uphold statutory, regulatory, and quality standards relevant to the aftermarket and auto component industry.

Key Performance Indicators (KPIs):

- Total Aftermarket Revenue and Revenue Growth Rate (YoY).

- EBITDA Margin and Gross Profit Margin for the Aftermarket Division.

- Market Share Gain in Key Product Categories.

- Inventory and Stock-Out Rate.

- Distribution Depth and Width (Number of Active Dealers/Retailers).

- Net Promoter Score (NPS) from Channel Partners and End Users.

Qualifications:

- Engineering degree or equivalent, preferably with an MBA or relevant business qualification.

- Extensive senior management experience in the auto component or broader automotive sector preferred however not required

- Deep experience in P&L and sales management from auto, building materials, consumer goods, FMCG or food required

- Demonstrated record in P&L management, business scaling and strategic transformation.

- Proficiency in sales, channel management, supply chain, and customer experience programs.

- Strong negotiation, financial analysis, and stakeholder management skills.

Location: Base location is Chennai and requires a willingness to undertake frequent and extensive travel.