Channel Head – Dealer Development

Location: Nigeria

Employment Type: Full-time

Experience: 12–18+ years

Role Type: Senior Leadership | Expat Opportunity

About the Role

We are looking for an experienced Channel Head – Dealer Development to lead dealer network expansion and channel development initiatives for the Nigeria market.

The ideal candidate will be a seasoned dealer development / channel sales professional with strong experience in building and expanding dealer networks, developing new markets, strengthening channel performance and driving fleet business through strategic relationships with fleet owners, institutional customers and commercial vehicle stakeholders.

This is an expatriate leadership opportunity for a high-energy professional who understands the African automotive / mobility ecosystem and has a proven track record of dealer expansion and business development.

Key Responsibilities

• Lead the overall dealer development and channel expansion strategy for Nigeria.
• Identify, evaluate and onboard new dealers across priority territories and growth markets.
• Develop and execute plans for dealer network expansion, market penetration and geographic coverage.
• Build strong relationships with existing and prospective dealers and drive dealer productivity.
• Identify new business opportunities through fleet owners, fleet operators, institutional customers and large commercial accounts.
• Drive fleet expansion by developing strategic partnerships with fleet owners and key market stakeholders.
• Develop territory-wise channel plans based on market potential, competition, customer segments and business opportunities.
• Work closely with dealers to improve sales performance, customer acquisition, market reach and overall profitability.
• Identify white spaces and underserved markets and establish appropriate dealer/channel presence.
• Develop and manage strategic relationships with large fleet operators, transport companies, logistics companies and institutional buyers.
• Monitor dealer performance through key metrics including sales, market share, inventory, customer acquisition, fleet penetration and profitability.
• Support dealers in developing local sales teams, processes and business plans.
• Lead dealer appointments, negotiations, commercial discussions and performance reviews.
• Conduct regular market intelligence and competitor mapping to identify opportunities for expansion.
• Collaborate with Sales, Marketing, Finance, Operations and After-Sales teams to ensure end-to-end channel effectiveness.
• Establish strong governance and review mechanisms for dealer performance and network expansion.
• Drive sustainable revenue growth and long-term channel profitability.

Desired Candidate Profile

• 12–18+ years of experience in Dealer Development, Channel Management, Distribution, Automotive Sales or Commercial Vehicle Business.
• Proven experience in building and expanding dealer networks across multiple geographies.
• Strong exposure to fleet business, fleet owners and institutional customers.
• Experience in developing new markets and establishing distribution/channel networks from the ground up.
• Strong understanding of the automotive / commercial vehicle / mobility ecosystem.
• Experience working in Nigeria or other African markets will be highly preferred.
• Candidates with significant Africa market exposure and willingness to relocate to Nigeria are encouraged to apply.
• Strong commercial acumen with demonstrated ability to negotiate and manage dealer partnerships.
• Excellent understanding of channel economics, dealer profitability and market expansion strategies.
• Strong leadership, stakeholder management and relationship-building skills.
• Ability to work independently in a fast-growing and evolving market environment.
• Willingness to travel extensively across Nigeria.

Key Skills / LinkedIn Search Keywords

Dealer Development | Channel Development | Dealer Network Expansion | Channel Sales | Distribution | Automotive | Commercial Vehicles | Fleet Sales | Fleet Expansion | Fleet Owners | Institutional Sales | Business Development | Market Expansion | Dealer Management | Channel Strategy | Africa Market | Nigeria | Commercial Strategy | Territory Expansion

Preferred Background: Automotive OEMs, Commercial Vehicles, Mobility, Fleet Solutions, Automotive Distribution, Transportation, Logistics or related industries.