Job Description

Company Description
The Company is a globally recognized leader in the automotive industry, specializing in the design, manufacturing, and marketing of high-performance two and three-wheeled vehicles. With a deep commitment to quality and innovation, the company has built a strong international presence, delivering outstanding mobility solutions and an exceptional customer experience through an extensive dealer and distributor network.
Role Overview:
The Head - Commercial Vehicles IB is a pivotal and high-impact leadership role responsible for the end-to-end commercial success and accelerated growth of the Commercial Vehicle (CV) portfolio across all international markets. This includes the existing 3W Passenger and Cargo segments, alongside strategic expansion into new 4W segments. The leader will define, implement, and own the robust distribution strategy, service network expansion, and sales execution plan necessary to achieve profitable volume growth, maximize market penetration (retail and institutional), and build a dominant customer and channel ecosystem globally.
Key Responsibilities:

• Business Strategy & Planning (P&L Ownership):

• Strategic Planning: Develop and execute annual, mid-term, and long-term business plans for the 3W (Passenger and Cargo) and future 4W portfolios, ensuring full alignment with the overall International Business (IB) vision and growth targets.
• Go-to-Market Strategy: Define short-term and long-term sales strategies, pricing, and product positioning for diverse IB markets to consistently meet and exceed volume, market share, and revenue targets, ultimately ensuring profitable P&L contribution.
• Market Expansion: Proactively identify and assess new business opportunities, untapped segments, and potential high-growth markets to strategically expand the brand footprint and CV portfolio reach.
• Channel & Network Development:

• Distribution Architecture: Strategically plan, design, and lead the expansion of dedicated and exclusive dealer/sub-dealer networks, ensuring optimal customer coverage and representation aligned with market potential.
• Partner Management: Conduct rigorous evaluation and onboarding of new channel partners (distributors and dealers) to ensure strong market representation, compliance, and long-term commitment.
• Capability & Performance: Strengthen dealer capability and profitability through structured engagement programs, performance management frameworks, process adherence audits, and sustained profitability improvement initiatives.
• Sales Operations & Demand Management:

• Performance Oversight: Direct and strategize sales performance across all international regions, driving retail, wholesale, and secondary sales efficiency.
• Forecasting Accuracy: Partner closely with Supply Chain and Production teams to ensure high-fidelity demand forecasting, optimizing inventory levels and ensuring timely product availability to meet market needs.
• Digital Integration: Champion the effective adoption of digital tools and BI analytics within the sales force and dealer network to enhance process efficiency and drive informed, data-driven sales decisions.
• Team Leadership & Capability Building:

• Talent Leadership: Lead, mentor, and motivate a high-performing, geographically dispersed sales team, fostering a culture of ownership, accountability, and excellence in execution.
• Performance Culture: Drive a performance-driven culture through effective goal-setting, rigorous monthly/quarterly reviews, and proactive developmental feedback.
• Competency Development: Build sales team capability through structured training interventions focused on product knowledge (including EV technology), market intelligence, selling skills, and commercial negotiation.
• Cross-Functional Collaboration & Customer Experience:

• Internal Alignment: Collaborate seamlessly with the IB divisional team, Marketing, Service, and Product Planning to ensure unified execution of CV business strategies, product launches, and promotional activities.
• Aftersales Excellence: Partner strategically with the Service team to establish world-class customer experience standards and enhance aftersales support, ensuring high customer satisfaction and minimal vehicle downtime.
• Financial Discipline: Work closely with the Finance function on strategic pricing, robust credit control mechanisms, and initiatives aimed at optimizing dealer and distributor profitability.
• Market Insights & Competitive Intelligence:

• Track and analyze competitive activities, pricing dynamics, product innovations, and macro-market trends to proactively identify business risks, capitalize on opportunities, and maintain a competitive edge.
• Ensure continuous improvement in customer satisfaction (C-SAT) and brand loyalty by establishing effective feedback loops from the field and implementing swift corrective actions.

What we'll need:

• Experience: 15-20 years of progressive experience in Automobile Sales, with at least 5+ years in a senior leadership role, preferably managing international markets or large-scale regional operations.
• Domain Expertise: Proven experience in the Commercial Vehicle sector (3W, Light Commercial Vehicles - LCV, or Electric Vehicles - EV) is a significant advantage.
• Educational Background: Bachelor's degree in Engineering, Business Administration, or a related field. An MBA or equivalent advanced qualification is preferred.
• Core Competencies:

• Demonstrated ability to develop and scale distribution networks in emerging and mature markets.
• Superior strategic, commercial, and operational acumen with full P&L oversight capability.
• Exceptional stakeholder management, negotiation, and cross-cultural communication skills.
• Strong track record of leading and developing high-performing, multi-location teams.

Why Join Us?

• This is a defining opportunity to lead a critical, high-growth business unit for a market-leading global automotive brand. You will be empowered with significant autonomy and visibility, playing a central role in shaping the future of The Company's Commercial Vehicle presence in International Markets. We offer a competitive executive compensation package and an environment that fosters professional growth and international exposure.

Skills Required