Sr. Manager, Wholesale Channel Sales & Field Ops

Ford Motor•Dearborn, MI

3d•Hybrid

About The Position

This newly created role leads Ford Motor Company’s wholesale sales operations and field engagement across mechanical and collision parts. The position combines sales leadership, dealer and distributor partnerships, market planning, team development, and cross-functional coordination to grow the wholesale parts business. It manages Aftermarket Sales Operations and Field Engagement, including a team of Selling Professionals and coordination across the Mechanical and Collision parts wholesale business. The role works with Ford’s five Market Areas, Dealers, and Ford Authorized Distributors to grow parts sales through the Dealer network and support Ford’s goal of serving Retail and Fleet vehicle owners across repair channels. The position partners across FCSD Retail, Ford Pro, Field Operations, Dealers, Authorized Distributors, and other teams to identify synergies and grow wholesale parts sales. It regularly engages stakeholders across the organization, including FCSD Executive Leadership. The role leads sales planning and execution, field team performance, dealer and distributor support, budgets, market intelligence, training, business planning, and eCommerce growth. Domestic travel is required, up to 40%. The position is hybrid and requires being onsite four or more days per week.

Requirements

Bachelor’s degree in Business, Marketing, or a related field.
10 or more years of professional sales experience, with deep sales experience in automotive or other highly competitive industries.
Three or more years of experience in dealer parts operations, marketing communications, automotive aftermarket, or a related business function.
Proficiency with Salesforce CRM or comparable sales-focused customer relationship management tools.
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%.
Fixed and variable marketing budget management experience.
Ability to lead a sales team.
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.
AI experience integrating tools into daily activities for efficiency.

Responsibilities

Partner with the Dealer Wholesale Operations Program Manager and Aftermarket Manager to execute the Go-to-Market Plan and deliver market sales.
Manage assigned parts sales objectives for Dealer wholesale sales.
Coordinate support activities and sales programs for Certified Parts Wholesale Dealers and Ford Authorized Distributors.
Lead efforts to grow Ford’s aftermarket sales through the Dealer Channel, leveraging the Motorcraft, Motorcraft Extend, and Motorcraft PRO brands.
Manage Field Selling Professionals, including objectives, performance, sales initiatives, and identification and closure of market sales opportunities; implement and leverage emerging CRM tools.
Manage the Parts Operations Manager teams and Certified Parts Wholesale Dealer Zone Managers, and coordinate with external Motorcraft Accelerators and OEC Collision Feet on the Street resources.
Partner with Operations 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 development events.
Help manage fixed and variable budgets for field and dealer support, strategic activities, and investments in partnership with Finance.
Develop parts business acumen, synthesize market intelligence, understand Ford’s competitive advantages and value proposition, and support sales growth and field training.
Keep FCSD leadership informed about field sales activities and performance.
Lead strategic planning initiatives to deliver Mechanical and Collision Wholesale Business Plan and Forecast objectives.
Partner with OEC and eCommerce teams to grow and engage eCommerce business through RepairLink, PartsTech, CollisionLink, and related channels.
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 incentive performance, wholesale programs, annual objective setting, 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 and compete effectively against competitors.