Wholesale Parts Specialist

Role Summary

The Wholesale Parts Specialist role is responsible for increasing dealership wholesale parts sales, enrolling and leveraging dealer facing Wholesale Parts sales and marketing programs, and implementing automotive parts wholesale business best practices. Daily activities include traveling full time to dealers in key markets within the Wholesale Zone to coach dealers to increase Volkswagen Group of America (VWGoA) profitability through the increase of wholesale parts and accessory sales. Performance for this role will be monitored and evaluated based on continuously improving parts sales; program engagement, dealership parts purchase loyalty, and Parts Department key performance indicators (KPIs).

Role Responsibilities

Lead improvements in wholesale parts sales by:

• Improving dealer engagement and utilization of key VWGoA Wholesale Programs - Wholesale CRM, Certified Collision Repair Facility, Genuine Advantage, Wholesale Co-op, Hot Shot Delivery, and eCommerce.
• Working directly with dealers to increase wholesale parts throughput.
• Supporting enrolled dealers with Genuine Advantage reimbursement programs through overall engagement and increased conversion percentages.
• Supporting dealers eCommerce business plans by analyzing pricing, marketing, and shipping to achieve profitability.
• Providing in-depth analysis of all dealer parts purchases, stocking & inventory levels
• Monitoring under-performing dealers in wholesale parts sales, compiling performance metrics to address shortcomings, and communicating actions needed.
• Assisting in the coordination of Area Service &/or Parts Managers meetings as required
• Working with dealers to create dealer-specific wholesale parts programs for wholesale growth.
• Providing support to dealership staff on scheduled visits to shop customers to promote dealer wholesale offerings and to ensure customer satisfaction.
• Supporting the region dealer network by evaluating target market areas where Volkswagen’s Certified Collision Facilities are not represented.
• Communicating and tracking all dealer contact visits on a weekly basis to management, dealers, and Regional partners.
• Scheduling, booking, and tracking all weekly travel a minimum of 2 weeks in advance, and in accordance with VWGoA travel policy and procedures.
• Implementing parts promotions to help achieve critical Wholesale targets and maximize dealer profitability.
• Improving dealership parts purchase loyalty and documenting and reporting dealership performance against KPI.
• Coaching dealership staff to seek new customers, convert inactive customers to active, and recognize loyal customers.
• Working with dealers to identify and increase sales to key National Accounts.

Qualifications

Years of Experience:

• 5+ years of experience with thorough knowledge and understanding of wholesale parts operations

Required Education:

• Bachelor’s Degree or equivalent years of experience.

Desired Education:

• Bachelor’s Degree in Business Management and Marketing

Skills

• Account and relationship management skills
• Self-motivated and results driven
• Understanding of US automotive aftermarket
• Experience in wholesale parts sales
• Strong communication skills with the ability to motivate others
• Business development skills

Required Skills:

• Ability to track sales and determine wholesale sales opportunities
• Dealer and / or field experience
• Commercial sales acumen
• Knowledge of Dealer DMS systems and MS Office applications.
• Experience developing and implementing parts sales/action plans

Desired Skills:

• Experience in new business or sales channel development
• Knowledge of Aftermarket or OEM parts sales and supply environment
• Wholesale (Field) automotive experience
• Parts, accessory, & service marketing experience
• Retail/Parts Manager Experience
• Proficiency in Inventory management
• Understanding of collision and mechanical OEM conquest programs

Work Flexibility:

• Must be willing to travel up to 95%. Travel predominantly in a dedicated regional area within the US.

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