Head of Sales (IAM) North America

Role Summary

As 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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