Head of Changan

In this position, you will:

• Lead and execute the overall commercial and market growth strategy for Changan in Kenya, aligned with Inchcape’s strategic objectives and Changan’s brand direction.
• Drive Changan towards agreed commercial targets, including annual retail volumes of 80–100 units, revenue growth, profitability and increased market penetration.
• Develop and execute strategies to achieve 0.5–1% Changan market share of Kenya Motor Industry (KMI) TIV.
• Identify and develop opportunities across retail, corporate, fleet and institutional customer segments to accelerate vehicle sales and revenue growth.
• Develop strategies to increase Changan’s brand awareness, consideration and customer acquisition within the Kenyan market.
• Lead the development and optimisation of Changan’s dealership and distribution network, identifying opportunities for new dealerships, third-party partnerships and alternative sales channels.
• Evaluate market opportunities and potential locations for network expansion, ensuring new distribution channels are commercially viable and aligned with customer demand.
• Establish and monitor sales-channel and dealership performance against agreed commercial KPIs, taking corrective action where required.
• Build and maintain strong relationships with Changan/OEM representatives, ensuring alignment on product strategy, sales objectives, market development and brand standards.
• Work closely with the OEM and internal stakeholders to identify opportunities for new model introductions and portfolio expansion based on Kenyan market requirements.
• Develop and execute commercial strategies for new Changan product launches, ensuring effective market positioning, pricing, sales planning and customer engagement.
• Strengthen strategic partnerships with financial institutions, SACCOs, cooperatives and other relevant stakeholders to improve vehicle affordability, accessibility and customer conversion.
• Develop partnerships with corporate, fleet and institutional customers to unlock new sales channels and recurring revenue opportunities.
• Identify innovative financing, distribution and customer acquisition models that can accelerate Changan’s market penetration.
• Work closely with Marketing to develop and execute brand-building and customer acquisition initiatives that strengthen Changan’s competitive position in the Kenyan market.
• Ensure Changan’s value proposition is effectively communicated, differentiated and aligned with evolving customer needs and market trends.
• Lead customer-centric initiatives that improve customer satisfaction, retention, loyalty and overall ownership experience.
• Work closely with Aftersales to ensure service capability, parts availability and customer support effectively support Changan’s sales growth and long-term brand reputation.
• Leverage Inchcape’s existing infrastructure, capabilities, customer relationships and cross-business synergies to improve Changan’s commercial performance and operating efficiency.
• Monitor the competitive landscape, market trends, customer behaviour and industry developments, translating insights into actionable commercial strategies.
• Own Changan’s commercial performance, including revenue, retail volumes, gross margin, profitability, market share and network productivity.
• Develop annual business plans, budgets and commercial targets for Changan and regularly monitor performance against agreed objectives.
• Develop business cases for new dealerships, partnerships, product introductions, investments and other initiatives required to accelerate Changan’s growth.
• Identify opportunities to improve route-to-market effectiveness, sales conversion, customer accessibility and commercial efficiency.
• Build and lead a high-performing Changan commercial team, establishing clear objectives, accountability and a strong performance culture.
• Work closely with the Managing Director and relevant functional leaders to ensure Changan’s strategy is aligned with Inchcape’s broader business objectives.
• Provide regular commercial performance updates, market insights and recommendations to the Managing Director and leadership team.
• Foster an entrepreneurial, customer-focused and growth-oriented culture, with a strong focus on execution and delivery.
• Continuously identify new opportunities to strengthen Changan’s market position, grow revenue and deliver sustainable profitability.
• Carry out any other strategic or commercial responsibilities assigned by the Managing Director in support of Changan’s and Inchcape’s business objectives.

About You

To be successful in this role, you would need:

• Bachelor’s degree in business, Marketing, Commerce, Automotive Management or a related field; an MBA would be an added advantage.
• Minimum 8–10 years of progressive commercial leadership experience, preferably within the automotive, mobility, retail or related industries.
• Proven track record of delivering revenue growth, market penetration, sales growth and commercial performance.
• Demonstrated experience in automotive sales, dealership management, distribution, market development and customer acquisition.
• Strong understanding of the Kenyan automotive market, including customer segments, competitive dynamics, distribution channels and emerging market opportunities.
• Experience developing and executing go-to-market, route-to-market and market penetration strategies.
• Proven ability to build and manage strategic partnerships with OEMs, financial institutions, corporate customers, dealers and other commercial stakeholders.
• Strong commercial and financial acumen, including experience managing budgets, revenue targets, margins, profitability and business cases.
• Demonstrated ability to translate market opportunities into measurable commercial outcomes.
• Strong understanding of customer acquisition, brand positioning and sales conversion within competitive markets.
• Experience working with an OEM or international