Sr. Manager, Wholesale Channel Sales & Field Ops

Ford • Dearborn, MI

4d • Hybrid

About The Position

This newly created role leads 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 the wholesale parts business. The role interfaces with the five Market Areas and manages the Parts Operations Manager teams and Certified Parts Wholesale Dealer Zone Managers to grow Ford parts sales in the aftermarket through the Dealer network.

The position manages Ford’s Aftermarket Sales Operations and Field Engagement, including a team of Selling Professionals. It coordinates activity across mechanical and collision parts wholesale to help Ford become a premier parts provider to retail and fleet vehicle owners across repair channels. The role works with partners across FCSD Retail, Ford Pro, Field Operations, Dealers, and Ford Authorized Distributor partners, and regularly engages stakeholders throughout the organization, including FCSD Executive Leadership.

The position also serves as the sales lead for the wholesale business, supporting business planning, forecasting, objectives, programs, incentives, contests, field engagement, and eCommerce growth. It represents the Sales Organization in industry engagements and keeps FCSD leadership informed of field sales activity and performance. The role is hybrid, with a requirement to be onsite four or more days per week, and requires domestic travel of up to 40%.

Requirements

• Bachelor’s degree in Business, Marketing, or a related field.
• 10 or more years as a sales professional, with deep sales experience in automotive or another highly competitive industry.
• Proficiency with Salesforce CRM or comparable sales-focused customer relationship management tools.
• At least 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 develop 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 and proficiency with Microsoft Office applications, including PowerPoint, SharePoint, and Teams.
• Excellent written, verbal, and presentation communication skills, including the ability to engage diverse internal and external audiences.
• Ability to travel domestically, up to 40%.
• Fixed and variable marketing budget management experience.
• AI experience integrating AI into daily activities for efficiency.
• Ability to lead a sales team and compete effectively against competitors.

Nice To Haves

• 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.

Responsibilities

• Partner with the Dealer Wholesale Operations Program Manager and Aftermarket Manager to execute the Go-to-Market Plan and deliver market sales.
• Own the parts sales objectives assigned to Dealer wholesale sales.
• Coordinate support activities and parts sales programs with Certified Parts Wholesale Dealers and Ford Authorized Distributors.
• Help grow Ford’s aftermarket business through the Dealer Channel, leveraging the Motorcraft, Motorcraft Extend, and Motorcraft PRO brands.
• Manage Field Selling Professionals, including objectives, performance, sales initiatives, market opportunity identification, and use of emerging CRM tools.
• Coordinate with Parts Operations Managers, Certified Parts Wholesale Dealer Zone Managers, Motorcraft Accelerators, and OEC Collision Feet on the Street resources.
• Partner with the Operations Team to improve Ford Parts purchases and sales in the Independent Aftermarket through the Professional Service Network program.
• Represent the Sales Organization at partner meetings, industry forums, conferences, Dealer meetings and broadcasts, and field-team training and capability-building opportunities.
• Help manage fixed and variable budgets for field and Dealer activities and investments, using aligned business-case practices with Finance partners.
• Develop parts business acumen and synthesize market intelligence and 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 strategic planning initiatives supporting Mechanical and Collision Wholesale business plan and forecast objectives.
• Partner with OEC and eCommerce teams to grow eCommerce business through RepairLink, PartsTech, CollisionLink, and related channels.
• Participate in monthly Wholesale Channel meetings to review workload planning and business priorities with field and General Office support staff.
• Lead wholesale sales activities, including contests and incentives, wholesale programs, annual objectives, business plan support at Market Area and Dealer levels, and coordination with Operations and Aftermarket LL5 counterparts.
• Prioritize the Ford Operating System and use GEMBA, problem-solving, and daily management practices, including 5-Why, root cause analysis, countermeasures, and KPIs.
• Build and lead a high-performing Selling Professionals team.

Benefits

• Immediate medical, dental, vision, and prescription drug coverage.
• Paid parental leave, new parent ramp-up programs, and subsidized back-up child care.
• Family-building benefits, including adoption and surrogacy expense reimbursement and fertility treatments.
• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior