Sr. Manager, Wholesale Channel Sales & Field Ops

Ford Motor Company • 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 position interfaces with five Market Areas and manages Parts Operations Manager teams and Certified Parts Wholesale Dealer Zone Managers to grow Ford parts sales into the aftermarket through the Dealer network.

The role manages Ford Motor Company’s Aftermarket Sales Operations and Field Engagement, including a team of Selling Professionals. It coordinates activities across the mechanical and collision parts wholesale business to support Ford’s aspiration to be the premier parts provider to Retail and Fleet vehicle owners across repair channels. The position works across the Enterprise with FCSD Retail (Repair Shop), Ford Pro, Field Operations, Dealers, and Ford Authorized Distributor partners, and regularly engages stakeholders across the organization, including FCSD Executive Leadership.

The position is hybrid and requires onsite work four or more days per week. Domestic travel is required, up to 40%.

Requirements

• Bachelor’s degree in Business, Marketing, or a related field.
• 10 or more years of experience as a sales professional, with deep sales experience in automotive or other highly competitive industries.
• 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, including 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 and proficiency with Microsoft Office applications, including PowerPoint, SharePoint, and Teams.
• Excellent written, verbal, and presentation communication skills, with the ability to engage diverse internal and external audiences.
• Ability to travel domestically, up to 40%.
• Ability to prioritize the Ford Operating System, leverage GEMBA, and use Problem Solving and Daily Management Practices, including 5-Why, Root Cause Analysis, and countermeasures with KPIs.
• Ability to build a high-performing Selling Professionals team and lead a sales team to win against competitors.
• Experience managing fixed and variable marketing budgets.
• AI experience integrating AI into daily activities for efficiencies.
• Must be legally authorized to work in the United States; employment eligibility verification is required at hire.

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 that promote parts sales with Certified Parts Wholesale Dealers and Ford Authorized Distributors, using existing and new parts-purchase and sales programs.
• Help Ford compete in the aftermarket through the Dealer Channel, leveraging the Motorcraft brand and sub-brands Motorcraft Extend and Motorcraft PRO.
• Manage Field Selling Professionals, including objectives, performance, sales initiatives, market opportunity identification, and use of emerging CRM tools.
• Lead and coordinate internal Parts Operations Managers and Certified Parts Wholesale Dealer Zone Managers, as well as external 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 Dealer and Aftermarket Field Team training and acumen-building activities.
• Help manage fixed and variable budgets for strategic Field and Dealer activities and investments, using aligned business-case practices with Finance partners.
• Develop parts business acumen, synthesize market intelligence, and communicate Ford’s competitive advantages and value proposition to support sales growth and Field training.
• Keep FCSD leadership informed about Field sales activities and performance.
• Lead strategic planning initiatives supporting Business Plan and Forecast objectives for Mechanical and Collision Wholesale.
• Partner with OEC and eCommerce teams to grow and engage eCommerce business through solutions such as RepairLink, PartsTech, and CollisionLink.
• Participate in monthly Wholesale Channel meetings with Field and General Office support staff to review workload planning and business priorities.
• Act as the Sales lead for the Wholesale business, including contests and incentives, wholesale programs, FCSD annual objective setting, business plan support at Market Area and Dealer levels, and coordination with Operations and Aftermarket LL5 counterparts.

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 time between Christmas Eve and New Year’s Day.

What This Job Offers

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