Aftermarket Zone Manager - Philadelphia/DC

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In this position...

This position will coordinate the activities necessary to maintain and drive incremental growth of the Motorcraft Brand through Ford Authorized Distributors (FADs) within their zone.

• The Aftermarket Zone Manager (AZM) role is to meet/exceed Zone objectives by overseeing efforts to facilitate and influence Aftermarket FAD Sales Growth and reports to the Parts Sales Manager 
• The AZM will have primary responsibility of account relationship with the FADs
• The AZM will act as interface between internal company departments (FCSD Sales, Product Marketing, PS&L) and FADs to ensure alignment of objectives
• This position is a travel position and will require 80% field travel

Responsibilities:

Build strong business relationships with Motorcraft Warehouse Distributors (FADs) and Bulk Oil Distributors (BODs):

• Increase level of account commitment to stocking and selling Ford, Motorcraft and parts 
• Improve FAD, BOD Satisfaction through account management activities

 Drive Motorcraft parts sales to the Aftermarket, by executing Go-To-Market strategies:

Sales & Inventory

• Drive part sales through assigned FADs to the Installers/Jobbers/Fleets within assigned market geography Hold FAD/BOD accountable for delivering specific part sales and penetration objectives
• Conduct inventory analysis with each FAD regularly to ensure SKU count remains high and parts are available to sell
• Leverage PSN program to create loyalty and engagement among PSN members 
• Develop and execute local/national marketing plans and incentives
• Conduct sales meetings
• Provide competitive intelligence regarding product competitiveness and pricing

Training

• Conduct training for Outside Sales Reps and inside counter personnel
• Support new model launches
• Travel with Outside Sales Reps for training, PSN contacts, fleet visits acting as the Motorcraft ambassador

Ford Pro 

• Drive Ford Pro parts sales through coordination of effort with Fleet/Government Ford Pro team
• Grow Ford Pro parts sales by working with FADs on capturing fleet business by leveraging multiple OE brands that they offer

Account Management / Relationship

• Assist Dealer facing field team with bulk oil agreements, acquisitions and retention strategies by managing relationship with BODs
• Ensure effective use of all sales allowances and promotional funds
• Assist FAD with backordered parts, incentive reporting issues, claims issues, RHA returns, etc.
• Support FADs in open houses, trade shows, and sales blitzes
• Consult with accounts on infrastructure requirements
• Implement policies and program rules outlined in the FAD Policy & Procedure Manual

 Ensure FAD/BOD provide appropriate service levels to Ford and Lincoln dealers on FAD-exclusive parts (e.g., bulk and case goods of Motorcraft oils, fluids, chemicals; batteries; selected powertrain products)

Minimum Qualifications

• Bachelor’s Degree or equivalent work experience
• 3+ years of experience with Dealer Wholesale and/or Distributor Aftermarket parts 
• 2+ years of experience with Dealer and/or Distributor networks 
• 2+ years of field sales & marketing experience
• Must be able to travel up to 80%
• Must reside near major airport
• Must be located within 50 miles of Washington DC

Preferred Qualifications

• Strong business acumen in Distributor operations 
• Highly motivated, drive for results
• Adept at project management; ability to prioritize and work on multiple initiatives simultaneously
• Strong interpersonal skills
• Ability to build consensus across multiple cross – functional disciplines to deliver results
• Strong quantitative &a