Wholesales Manager

The Parts Wholesales Manager will be responsible for building the sales of Ford service parts in aftermarket through parts wholesale distributors. The responsibility includes developing the parts wholesale strategy, evaluating and selecting potential distributors, managing launch activities, developing a marketing program to drive sales and tracking key performance metrics.

Strategic Network Development & Planning

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

Financial & Supply Chain Governance

• Credit & Risk Management: 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.
• Supply Chain Optimization: Collaborate with Logistics and Supply Chain teams to ensure parts availability and minimize delivery lead times, enabling distributors to compete effectively against aftermarket competitors.
• Inventory & Profitability Analysis: 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.

Distributor Recruitment & Selection

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

Operational Execution & Sales Growth

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

Analytics, Reporting & Governance

• Strategic Analytics: Implement advanced analytics to identify "lost sales" and pinpoint specific opportunities for incremental growth.
• Performance Tracking: Establish and maintain a sales follow-up and reporting mechanism to track distributor actions against identified market opportunities.
• Executive Reporting: Lead the development of Business Plan Review (BPR) decks and present business performance, strategy, and progress to senior management.
• Global & Regional Liaison: 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.

Service part export and new business development

• Service part export: Support the export markets to manage monthly export revenue.
• New business development for service (FCSD): new products, new export markets… 

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

Years of Experience: Minimum 10 years of relevant experience

Professional Exposure:

• Technical Skills
  • 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
• Functional Skills
  • Analyzing market landscape and competition
  • Ability to develop metrics and reporting structures
  • Ability to create and administer certification policies
• Behavioral Skills
  • 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