Senior Manager, Wholesale Parts Sales

Location

Purpose

• This position is responsible for achieving the company’s Collision & Mechanical parts revenue and profit objectives.
• Manage collision vendors and interface with pricing, planning, field staff and regions to promote collision competitive sales strategy.
• Grow new channels for collision sales and B2B sales opportunities with our strategic partners.
• Report Key Performance Indicators (KPIs) on wholesale program performance, profit, trends in accordance with wholesale programs across the industry.

Major Responsibilities

Collaboration

• Interface with the regions, appropriate departments, and other business units to carry out the Collision & Mechanical sales plans by assisting the region in the attainment of their objectives.
• Work closely with Pricing and Planning teams to achieve Collision & Mechanical parts revenue & profit objectives.
• Collaborate with the Training team to develop new dealer training and best practice sharing classes on collision & mechanical sales.
• Coordinate with MOBIS, Regions and Dealers to sell collision & mechanical parts each month to achieve monthly objectives.

Sales Operations

• Collaborate with Sr. Manager, Collision Sales to develop the strategy for achieving the Hyundai Collision & Mechanical Parts Sales objectives.
• Lead dealer and field engagement with collision & mechanical wholesale programs, including dealer enrollment, field and dealer training, and conversion rates on collision estimates.
• Travel with field personnel to dealers and body shops to provide on-the-job training on how to grow collision sales and optimize profitability.
• Track collision & mechanical sales by major metro markets and work with the field to grow new wholesale dealers in opportunity markets.
• Build relationships with the major MSOs to establish a profitable collision sales program.
• Build relationships with the major insurance carriers to establish a profitable collision sales program.
• Attend and present at industry conferences on behalf of Hyundai to stay informed on market developments and bring insights back to the team for program enhancements.
• Evaluate and present proposals as needed to optimize profit and customer needs. Investigate opportunities to offer new sales channels.

Major Responsibilities (continued)

• Define and document the dealership wholesale process for the parts department, including the ideal staffing model, maximizing delivery routes, and growing business with outside sales reps.
• Coordinate with MOBIS, Regions and Dealers to grow alternate drop ship locations for dealers that need additional warehouse space to grow their wholesale business.
• Document and share best practices for dealers to maximize their profitability on a business model with slim margins.
• Develop promotions to grow wholesale parts sales and profit while strengthening region and dealer engagement with the wholesale business.

Reporting & Analysis

• Prepare, review, and distribute Month End reports.
• Develop and maintain daily, weekly, monthly, and ad-hoc status reports.
• Coordinate, develop, and design department presentations for broad range of audiences including HMA executive management, HMC executive management, dealership, and region personnel.
• Ensure proper tracking and program performance metrics/measurements are identified, implemented, and reported on a regular basis.
• Prepare proposals, planning schedules, contracts, budgets, and all supporting documents required for new program launches. 

Budget & Purchasing

• Department Budget Support – Support annual department budget, monitor budget compliance through review of monthly reports & identify/resolve variance issues and concerns.
• Facilitate invoice processing and approvals with internal departments.
• Maintain supplier agreements, change orders, purchase requests, purchase orders, and invoices. Facilitate processing and approvals with internal departments.
• Oversee supplier selection and relationship management, including RFP and Scope of Service development. Review and approve deliverables. Ensure Hyundai needs and expectations are met.

Authority

• Oversee performance of suppliers and internal support departments. Includes developing scope, monitoring quality, and ensuring delivery of goods/services. Also includes review of and recommendations for supplier agreements, purchase requests, budget, and billing services for vendor programs as needed.
• Negotiate pricing with large accounts based on competitive pricing data. 
• Develop and manage program budgets.
• Decision making in both strategic and tactical actions for Parts initiatives.
• Manages exceptions to include or disqualify certain dealers or dealer personnel based on program timing or qualification circumstances.
• Coach and provide career development advice to staff.

Education

Related Experience

• Eight or more years of relevant automotive experience with emphasis on OEM Collision & Mechanical Sales. 
• Three to five years automotive field experience calling on retail dealerships.
• Three to five years of experience with cross-functional program management.
• Three to five years of experience performing complex analysis with responsibility to apply results to strategic and tactical action.

Skills/Knowledge

• Collision and mechanical parts sales business acumen.
• Must have broad knowledge of all Parts related systems (OE, Dealership, and Aftermarket) and business processes.
• Proficient in Word, Excel, Teams, Outlook and PowerPoint.
• Proven ability to drive parts sales, with an emphasis on collision.
• Thorough knowledge of dealership financial statement and understanding of fixed operations KPIs.
• Communication skills to prepare deliver formal presentations to executive management, regions, and dealers.
• Must possess the ability to perform complex analysis and apply results to strategic and tactical action.
• Excellent organizational skills.
• Excellent time management skills.
• Able to work independently with minimal supervision and direction.

Certification

• N/A.

Physical Requirements

Work Model

Affiliate

Compensation

Benefits

• Monthly Hyundai/Genesis vehicle lease allowance (including insurance and maintenance)
• Holiday Pay - the company shuts down with pay between Christmas and New Years.
• Vacation and sick time off
• Healthcare insurance (medical, dental, and vision)
• 401(K) company match
• Additional 401(K) Employer Enhanced Contribution program – eligible after 1 year of employment, in addition to the regular employer matching contribution
• Basic life insurance, short- and long-term disability
• Mental health, wellbeing, and employee assistance program
• Health advocate (coordinate care and services, assistance with claim and billing issues, understanding Hyundai benefits)