National Parts Sales Manager

SUMMARY

Maintains responsibility for oversight of parts revenue and profitability across Subaru of America (SOA) and its independent distributor network. Leads end-to-end parts sales strategy, retailer channel performance, and critical vendor programs, while managing a high-performing team and collaborating cross-functionally to achieve annual business objectives.

MAJOR RESPONSIBILITIES

• Leadership & Team Management: 

  • Leads, develops, and mentors a team of three (3) managers and three (3) analysts, fostering a high-performance, results-driven culture. Establishes clear objectives, performance metrics, and development plans aligned with organizational goals.

• Sales Strategy & Performance Management: 
  • Develops and executes comprehensive strategies to achieve annual parts sales and profit targets for Subaru of America (SOA) and its independent distributor network. Oversees all parts sales planning and execution for SOA retailer channels, ensuring alignment with broader business goals. Analyzes sales performance across multiple channels (SOA, field, retailers, vendors) and identifies opportunities to drive growth and profitability. 
    • Designs and implements actionable programs in collaboration with Pricing, Marketing, Field Operations, Training, and Strategic Planning teams.
• Retailer & Field Engagement: 
  • Serves as the primary point of contact for SOA Field organization on all parts sales and retailer inventory topics. • Drives alignment and communication between headquarters, field teams, and retailers to support sales initiatives and operational excellence.
• Inventory Management: 
  • Oversees all aspects of the retailer inventory management system, ensuring optimal inventory levels, improved turns, and minimized obsolescence. 
  • Partners with Inventory and Demand Planning teams to enhance forecasting accuracy and supply chain efficiency.
• Business-to-Business (B2B) Wholesale Growth & Program Management: 
  • Leads the strategy and execution of B2B wholesale parts sales growth initiatives, including: vendor relationship management, price-matching programs, certification programs, communication strategies, program budgeting, and performance tracking.
• Vendor Management & Direct Shipment Programs: 
  • Selects and oversees vendor relationships associated with direct shipment programs (e.g., tires, oil, chemicals, batteries, touch-up paints). Acts as primary contact for contracts impacting SOA and retailer operations. 
  • Conducts quarterly business reviews and ongoing vendor evaluations to ensure satisfactory performance and alignment. Collaborates with vendors and internal teams to drive training, communication, pricing, promotions, and forecasting strategies.
• Product & Parts Lifecycle Planning: 
  • Oversees business planning and coordination for new replacement parts, value parts, and remanufactured parts programs. Ensures readiness for new model launches and optimizes parts availability to support revenue growth for SOA and retailers.

• Cross-Functional Collaboration: Partners with: 

   

  • Strategic Planning and Accounting teams on financial performance, incentives, and objectives; independent distributors on joint initiatives and performance alignment; Inventory Management team on demand planning and forecasting; Service Operations team on technical efficiencies and service integration; and Subaru of Indiana Automotive (SIA) on procurement strategy. 

     

ADDITIONAL RESPONSIBILITIES

• Brand Protection & Compliance: Oversees counterfeit parts prevention initiatives, partnering with Original Equipment Manufacturers (OEMs) and law enforcement agencies to protect brand integrity and customer safety.

• Communication & Industry Engagement: Represents SOA at industry events and internal meetings as required. Delivers clear, data-driven insights and recommendations to senior leadership and stakeholders.

REQUIRED SKILLS & PERSONAL QUALIFICATIONS

• Availability for early morning and evening calls to coordinate with global stakeholders.
• Strong business acumen with demonstrated success driving revenue growth and profitability.
• Expertise in sales strategy, inventory management, and vendor relationship management.
• Strong negotiation skills with contracts, business partners/vendors, and distributors.
• Exceptional analytical, communication, and cross-functional collaboration skills.
• Excellent analytical and strategic planning skills.
• Excellent verbal and written communication skills throughout all levels of the business.

• Ability to manage complex programs and i