Outside Wholesale Parts Sales Representative

Ford Outside Wholesale Parts Sales Representative – Job Description

Position Title

Outside Wholesale Parts Sales Representative

Position Summary

The Outside Wholesale Parts Sales Representative is responsible for growing wholesale parts sales for a Ford dealership by developing relationships with independent repair shops, fleet accounts, body shops, municipalities, and aftermarket service providers. This role focuses on increasing market share, maintaining customer loyalty, promoting OEM Ford and Motorcraft parts, and delivering exceptional customer service while achieving monthly sales and gross profit goals.

Key Responsibilities

Sales & Business Development

• Develop new wholesale parts accounts within assigned territory
• Maintain and grow relationships with existing customers
• Conduct regular in-person visits to repair facilities and fleet customers
• Promote Ford OEM and Motorcraft parts programs, promotions, and accessories
• Increase conquest sales from aftermarket and competing dealerships
• Identify opportunities for additional sales through account analysis and customer needs
• Meet or exceed monthly sales, gross profit, and account growth targets

Customer Relationship Management

• Build long-term relationships with shop owners, service managers, and technicians
• Resolve customer concerns quickly and professionally
• Provide product information, technical assistance, and parts availability updates
• Maintain regular communication regarding specials, inventory updates, and delivery schedules

Market & Territory Management

• Analyze local market conditions and competitor pricing
• Track customer buying trends and lost sales
• Develop territory action plans to increase penetration
• Maintain accurate customer records and contact history

Operational Coordination

• Work closely with:
• Wholesale parts counter staff
• Delivery drivers
• Inventory control personnel
• Parts manager
• Coordinate timely deliveries and order fulfillment
• Assist with special-order parts follow-up
• Help ensure high parts fill rates and customer satisfaction

Reporting & Administrative Duties

• Prepare daily/weekly sales activity reports
• Track sales performance against objectives
• Monitor receivables and assist with account collections when necessary
• Maintain CRM or dealership management system records

Qualifications

Required

• Automotive parts sales experience preferred
• Strong knowledge of Ford and Motorcraft parts
• Excellent communication and relationship-building skills
• Valid driver’s license with clean driving record
• Ability to work independently and manage a sales territory
• Strong organizational and time-management skills

Preferred

• Previous wholesale automotive parts sales experience
• Knowledge of dealership DMS systems such as Tekion, CDK, or Reynolds & Reynolds
• Existing relationships with independent repair shops or fleets
• Understanding of Ford wholesale programs and parts marketing initiatives

Performance Metrics

Typical KPIs may include:

• Monthly wholesale sales volume
• Gross profit percentage
• New account acquisition
• Customer retention rate
• Parts fill rate
• Lost sales reduction
• Territory growth percentage
• Average monthly account penetration

Physical Requirements

• Frequent driving and customer visits
• Ability to lift and carry automotive parts up to 50 lbs
• Prolonged standing, walking, and occasional warehouse activity

Sample Ideal Candidate Profile

A successful candidate is energetic, self-motivated, customer-focused, and highly knowledgeable about Ford OEM parts and dealership operations. They are comfortable building relationships in the field and thrive in a fast-paced, goal-oriented environment.