Manager, Parts Wholesale

Strategic Sales Growth:

• Develop and execute comprehensive strategies to increase Ford parts wholesale (Over The Counter – OTC) sales volume and market share across all designated IMG markets balancing overall profitability.
• Identify and cultivate new business opportunities within the aftermarket sector, expanding the customer base including independent parts wholesalers, retailers, garages, body shops and fleet customers.
• Collaborate closely with IMG market teams, dealers and authorized distributors to enhance their wholesale capabilities and performance.
  Lead modernization projects at regional level and support waste elimination ideas.

Market Development & Optimization:

• Analyze existing market conditions, sales performance, understand competitors and route-to-market effectiveness in each IMG market.
• Provide expert guidance and support to IMG market teams on best practices for parts distribution, inventory management, marketing and sales execution.
• Assist in the development and implementation of tailored route-to-market strategies that align with regional / local nuances and business objectives.

Demand Creation & Campaigns:

• Lead the planning and execution of demand creation activities, marketing campaigns, and promotional programs to stimulate Ford parts sales together with IMG market teams.
• Work with local marketing teams to ensure effective communication of product value propositions and benefits to various customer segments.
  Monitor campaign performance and provide insights for continuous improvement.

Program Development & Support:

• Support IMG market teams to design and implement incentive programs and sales initiatives to motivate and reward strong performance among sales channels and customers.
• Identify and secure necessary program resources, including marketing materials, training, and technical support, to aid sales efforts at regional level.
• Collaborate with product teams to understand new parts’ offerings, provide input for emerging product opportunities and integrate them into sales strategies for both Ford and multi-make applications.
• Collaborate with Motorcraft team to ensure Motorcraft product usage is maximized in the OTC channel, improving competitiveness.
• Assist and support the structure of Certified Wholesale Parts Dealers/Distributor (CPWD) program as well as design performance standards and track them.
• Seeking E-commerce opportunity for B2C business, establish the channel where possible.

Performance Monitoring & Reporting:

• Develop and maintain robust reporting frameworks and key performance indicators (KPIs) to track parts sales performance and monthly forecast across IMG markets.
  Conduct regular analysis of sales data, market trends, and competitor activities to identify opportunities and challenges.
  Prepare and present detailed sales forecasts, performance reviews, and strategic recommendations to senior management.

Relationship Management:

• Build and maintain strong, collaborative relationships with key stakeholders, including IMG market leadership, Ford dealers, Ford Authorized Distributors, and major
• independent customers.
• Act as a primary point of contact for parts wholesale inquiries and support needs within the assigned region.

Training & Development:

• Provide training and ongoing support to regional sales teams and channel partners on Ford parts product knowledge, sales techniques, and program specifics.
• Foster a culture of continuous improvement and knowledge sharing regarding aftermarket parts sales best practices.
• Manage and develop regional and market team members who work on this business.
   

(Please refer to JD above)

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• Bachelor’s degree in business administration, Marketing, Automotive Management, or a related field.
• A master’s degree or relevant professional certifications are a plus.
• Minimum of 5-8 years of experience in automotive aftermarket parts sales, distribution, or wholesale management, with a proven track record of achieving sales targets.
• Prior experience in a regional or multi-market role, particularly within international markets, is highly desirable.
• Demonstrated experience in developing and executing sales strategies for parts.
• Experience working with dealer networks, independent wholesalers, and fleet customers.
• Strong understanding of automotive aftermarket industry dynamics, supply chain, and route-to-market strategies.
• Excellent analytical skills with the ability to interpret sales data, identify trends, and make data-driven decisions.
• Proficiency in developing and managing sales forecasts, budgets, and performance reports.
• Exceptional communication, presentation, and interpersonal skills, with the ability to influence and collaborate effectively across diverse cultures and organizational levels.
• Proven ability to build and maintain strong customer and partner relationships.
• Strategic thinkers with a proactive and results-oriented approach.
• Self-motivated with a good attitude.
• Ability to work independently and manage a strong team.
• Ability to operate in an environment with less than perfect information.
• Fluency in English is required; additional language proficiency relevant to IMG markets is a significant advantage.