The Parts Wholesales Manager will be responsible for building the sales of Ford service parts in aftermarket through parts wholesale distributors.

Conduct comprehensive analysis of the market landscape and competitor activities to identify untapped opportunities for Ford genuine parts.
Define and execute the long-term Parts Wholesale Strategy to increase revenue and market penetration.
Perform distributor network planning to determine the optimal density of distributors required to achieve national reach and service levels.
Partner with the Office of General Counsel (OGC) to develop robust distributorship agreements that protect the brand and ensure compliance.

Partner with Finance and Credit departments to establish distributor credit limits, monitor payment performance, and manage commercial risk to ensure the financial health of the wholesale channel.
Collaborate with Logistics and Supply Chain teams to ensure parts availability and minimize delivery lead times, enabling distributors to compete effectively against aftermarket competitors.
Monitor distributor inventory health and conduct regular "cost-to-serve" and margin analyses to ensure the wholesale business remains profitable for both Ford and its partners.

Define Key Performance Indicators (KPIs) and rigorous selection criteria for potential wholesale partners.
Lead the candidate evaluation process, manage the formal approval workflow, and oversee the execution of legal agreements.
Develop and deliver high-impact presentation packages to the dealer network to communicate the strategic benefits of the wholesale program and secure their cooperation.

Manage all critical path activities for new distributor launches, including IT system integration and warehouse readiness.
Develop and deploy both variable and fixed marketing programs tailored to the wholesale channel to incentivize volume growth.
Proactively identify and resolve channel conflicts between traditional dealerships and wholesale distributors to ensure a balanced ecosystem.
Build and maintain strong, collaborative relationships with part distributors to ensure alignment with Ford’s standards and objectives.

Implement advanced analytics to identify "lost sales" and pinpoint specific opportunities for incremental growth.
Establish and maintain a sales follow-up and reporting mechanism to track distributor actions against identified market opportunities.
Lead the development of Business Plan Review (BPR) decks and present business performance, strategy, and progress to senior management.
Serve as the primary point of contact for ASEAN, IMG, and Global stakeholders to ensure local wholesale strategies remain aligned with Ford’s international direction.

Bachelor’s degree in business or engineering field. Master is preferred

Minimum 10 years of relevant experience

Demonstrated analytical ability
Knowledge of dealership parts department operations
Knowledge of parts commodity groups
Knowledge of service and parts industry both at a dealer level and at an aftermarket level
Analyzing market landscape and competition
Ability to develop metrics and reporting structures
Ability to create and administer certification policies
Self-motivated with very good attitude
Strong team player, with ability to work with diverse workgroups
Self-starter / good initiatives
Effective communicator, with ability to work within diverse (culturally and functionally) environments
Ability to work independently on research projects
Natural curiosity to uncover trends in the aftermarket
Ability to operate in an environment with less than perfect information
Fluent in English communication – both speaking and writing

Wholesales Manager

Skills