Sr. Manager, Wholesale Channel Sales & Field Ops

In this position...

This newly created role will lead Ford Motor Company’s wholesale sales operations and field engagement across mechanical and collision parts. It combines sales leadership, dealer and distributor partnerships, market planning, team development, and cross-functional coordination to grow then wholesale parts business. This role will interface with the five Market Areas and manage the Parts Operations Manager teams and the Certified Parts Wholesale Dealer Zone Managers to help grow Ford parts sales into the aftermarket through our Dealer network.

You will be responsible for managing Ford Motor Company’s Aftermarket Sales Operations and Field Engagement. You will manage a team of Selling Professionals and coordinate efforts across the Mechanical and Collision parts wholesale space to achieve Ford’s aspiration of being the premier parts provider to our Retail and Fleet vehicle owners in all repair channels. This will include coordinating efforts across the Enterprise with partners in FCSD Retail (Repair Shop), Ford Pro, Field Operations as well as our Dealers and our Authorized Distributor (FAD) partners to find synergies and to grow the Wholesale Parts business. Working closely with teammates is a crucial element of this role, as you'll have regular interactions with stakeholders across the organization including Executive Leadership in FCSD.

What you'll do...

• Wholesale Dealer and Ford Authorized Distributor Sales Engagement
• Work in partnership with the Dealer Wholesale Operations Program Manager and the Aftermarket Manager to execute the Go-to-Market Plan to deliver the sales in the market
• Have direct responsibility for the parts sales objectives assigned to the Dealer wholesale sales
• Provide coordination of support activities that promote parts sales with our Certified Parts Wholesale Dealers (CPWD’s), our Ford Authorized Distributors (FAD’s) leveraging existing and new parts purchase and sales focused programs
• You will lead in helping Ford win in the Aftermarket through the Dealer Channel leveraging the Motorcraft Brand and newly launched sub-brands (Motorcraft Extend and Motorcraft PRO)
• Manage our Field Selling Professionals (Field Sales Enablement) including objectives performance, sales initiatives and identifying and closing market sales performance opportunities while implementing and leveraging newly emerging CRM tools
• Internal Team: the Parts Operations Managers (1 per Market Area, LL6) and their direct reports, the Certified Parts Wholesale Dealer Zone Managers (26 total)
• External Team: Motorcraft Accelerators are a new capability FCSD is investing in which will provide direct market intelligence, dedicated sales team support and embedded market engagement across the Dealer and Distributor network
• External Team: OEC Collision Feet on the Street who work with CPWDs to grow collision parts sales through the OEC suite of solutions
• You will also work in partnership with our Operations Team to enhance and grow the performance of Ford Parts purchases and sales in the Independent Aftermarket via our Professional Service Network (PSN) program
• Professionally represent the Sales Organization across Industry engagement opportunities (Partner Meetings, Industry Forums, Conferences, Dealer meetings/broadcasts, Dealer and Aftermarket Field Team training and acumen-building)
• Help in managing the Fixed and Variable budgets used to support and engage the Field/Dealers in strategic activities and investments with aligned business case practices with our Finance partners
• Develop Parts business acumen to become a subject matter expert, synthesizing market intelligence and understanding Ford's competitive advantages and value proposition to support sales growth and Field training
• Keep FCSD leadership informed of Field sales activities and performance
• Lead in the strategic planning initiatives tied to delivering the Business Plan and Forecast objectives for Mechanical and Collision Wholesale
• Partner with OEC and the eCommerce teams to grow and engage eCommerce business via RepairLink/ PartsTech/CollisionLink/etc.
• Participate in monthly Wholesale Channel meetings with Field and General Office support staff to review and coordinate workload planning and business priorities
• Act the Sales lead for the Wholesale business, including contests and incentives performance, wholesale programs (new and existing), FCSD annual objective setting, business plan support (Market Area and Dealer level), and leading dynamically with the Operations and Aftermarket LL5 counterparts.

Primary Interfaces: FCSD Field Operations; FCSD Field Organization (Market Area Managers, Parts Operations Managers, CPWD Zone Managers); FCSD Dealer Parts Operations (CPWD and RIM Program Managers); PSN Program Manager; Collision Marketing Team; Aftermarket Operations Team, FCSD Strategy Office, Parts Supply and Logistics, Ford PRO, FCSD Finance, Suppliers: OEC, Alteris, One Magnify.

You'll have...

• Bachelor's degree in Business, Marketing, or related field

• 10 + years as a Sales professional with deep sales experience in automotive or other highly competitive industries

• Proficiency using Salesforce CRM or comparable sales-focused customer relationship management tools.

• 3+ years of experience in dealer parts operations, marketing communications, automotive aftermarket, or a related business function.

• Strong data management, analytical, and interpretation capabilities, with the ability to translate complex data into actionable business insights.

• Experience developing and executing go-to-market plans, sales incentives, contests, and dealer engagement programs.

• Ability to build compelling business cases, manage budgets, and partner effectively with Finance teams.

• Experience with annual objective setting, forecasting, business planning, and performance management at market-area and dealer levels.

• Advanced Microsoft Excel skills, along with proficiency in Microsoft Office applications including PowerPoint, SharePoint, and Teams.

• Excellent written, verbal, and presentation communication skills, with the ability to effectively engage diverse internal and external audiences.

• Ability to travel domestically (travel required, up to 40%)

• You will prioritize the Ford Operating System, leverage GEMBA, and utilize Problem Solving and Daily Management Practices (5-Why, Root Cause Analysis, and Countermeasures with KPI’s)

• The ability to build the best Selling Professionals team in the Industry

• Fixed & Variable Marketing budget management experience

• AI experience integrating into daily activities for efficiencies

• The ability to lead a Sales team and to WIN against our competitors!

Even better, you may have...

• Demonstrated success growing sales through dealer and independent aftermarket channels.
• Familiarity with Ford parts brands, including Motorcraft, Motorcraft Extend, and Motorcraft PRO.
• Experience working with Certified Parts Wholesale Dealers, authorized distributors, and professional service networks.
• Strong knowledge of mechanical and collision parts wholesale sales strategies.
• Experience leading, coaching, and managing field-based sales teams or third-party sales resources.
• Proficiency with CRM platforms, sales analytics, market intelligence tools, and performance dashboards.
• Established relationships within the automotive aftermarket, collision repair, dealership, or distributor community.

You may not check every box, or your experience may look a little different from what we've outlined, but if you think you can bring value to Ford Motor Company, we encourage you to apply!

As an established global company, we offer the benefit of choice. You can choose what your Ford future will look like: will your story span the globe, or keep you close to home? Will your career be a deep dive into what you love, or a series of new teams and new skills? Will you be a leader, a changemaker, a technical expert, a culture builder…or all of the above? No matter what you choose, we offer a work life that works for you, including:

• Immediate medical, dental, vision, and prescription drug coverage

• Paid parental leave, new parent ramp-up programs, subsidized back-up child care and more

• Family building benefits including adoption and surrogacy expense reimbursement, fertility treatments and more

• Vehicle discount program for employees and family members and management leases

• Tuition assistance

• Established and active employee resource groups

• Paid time off for individual and team community service

• Generous vacation time, sick/personal time, and paid holidays, including between Christmas Eve and New Year’s Day

Final determination of salary grade will be based on candidate's skills and experience, and base salary will be set within the applicable range according to job scope, responsibility and competitive market value.

Internal applicants: moving into this role may result in an adjustment to your current compensation based on the posted pay range for this role, taking into consideration your qualifications and other relevant factors.

For more information on salary and benefits, click here: https://fordcareers.co/LL5

Visa sponsorship is not available for this position.

Candidates for positions with Ford Motor Company must be legally authorized to work in the United States. Verification of employment eligibility will be required at the time of hire.

We are an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, age, sex, national origin, sexual orientation, gender identity, disability status or protected veteran status. In the United States, if you need a reasonable accommodation for the online application process due to a disability, please call 1-888-336-0660.

This position is hybrid with a requirement to be onsite four or more days per week.

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