Wholesale Parts Program Specialist

Role Summary:

The purpose of this role is to drive Wholesale Part Sales by developing programs and processes which generate sales demand.

Role Responsibilities:

Main Responsibilities;100%

Strategic: 20%

• Align Volkswagen and Audi Wholesale Parts programs to conform to VWGoA global standards
• Research and Developed Plans to grow Wholesale and e-commerce specific segment growth within VWGoA After Sales Wholesale Parts
• Study, research, design, develop, implement and sustainable holistic and structured strategies for each program applicable to VWGoA After Sales Wholesale Parts (e.g. Wholesale CRM, , IRF engagement, information services, parts conquesting.)
• Support the Sr. Manager Wholesale in establishing strategic direction of sales growth plans
• Organize and execute purchasing process for all parts related programs, renew/rebid programs
• Produce and distribute dealer & field best practice communications and field sell sheets
• Define and develop short and long term goals to ensure programs align with VWGoA and Dealer profitability goals
• Understand competitive landscape to define future sales opportunities
• Develop and maintain long-term sales plans that include planning round records, program sale objective tracking
• Collaborate with other internal stakeholders to ensure strategic alignment within brand teams and group.

Operational: 80%

Wholesale Parts Marketing (CRM): 20%

• Lead and support the monthly marketing content delivery for 941 dealers enrolled in the Wholesale Parts CRM program.
• Leverage and steer content for all shop-facing communication channels: 2.9M Direct Mailer (3yr contract), 2.9mil emails, 24 printed publications per year, and third party website click ads.
• Use sales analytics in collaboration with third party marketing vendor as well as CRM vendor to determine and target optimal marketing themes and cadence for each calendar year.
• Monitor marketing ROI by channel and lead future investment decisions and spend changes to increase marketing ROI.
• Ensure platform is updated and functionally sound through regularly scheduled meetings with both the CRM vendor and the Wholesale Parts Specialist team.
• On a timely basis, report platform best practices, inconsistencies, and concerns to the CRM vendor and follow up for closure.

Business Development Center (BDC): 20%

NOTE: Program launched April 2023 and is in “development/ramp-up” process

• Close collaboration with BDC vendor on dealer onboarding and enrollment.
• Close collaboration with Wholesale Parts Specialist team efforts for enrolling dealers.
• Work with BDC vendor to keep call scripts up to date and relevant.
• Work with BDC vendor to make sure reporting model is consistent with Field/Dealer view requirements as it relates to relevant metrics and KPIs
• Monitor/Manage GroupWholesale inbox for BDC (and other wholesale messaging) enrollments as the program continues to grow
• Develop/maintain monthly reporting from vendor and share high level elements in Group Steering Committee monthly meetings.
• Select what high level metrics of reporting live on the CRM platform(s)

Wholesale Sales Platform: 30%

• Analyze wholesale business opportunities and communicate to Field team for execution (e.g. Audi/VW Information Packet, same day delivery programs)
• Develop, implement and tracking sales of National ‘Key Accounts’
• Managed and optimize the National Business Development Center (BDC) to generate sales leads for Dealers in Wholesale Parts business
• Develop a Bonus and incentive program for Wholesale business
• Manage all aspects of the current Wholesale CRM program (budget, execution, marketing, IT, purchasing) until evolution to Wholesale Sales platform is complete
• Ensure all relevant program metrics are defined and accessible on the CRM platform
• Report performance metrics monthly to relevant leadership and executives
• Work with the Wholesale Sales Platform vendor to ensure all new programs are fully integrated in proprietary or 3^rd party click through access, to include key metrics measures and enrollment forms
• Manage and optimize the Wholesale Co-op marketing program to support all wholesale activity

Promotions (10%)

• Execute and oversee the development and implementation of dealer- and shop-facing promotional marketing content in coordination with VWGoA’s After Sales Marketing Team and marketing agency of record.
• Direct the preparation, presentation, and monitoring of the VWGoA’s promotional / incentive budgets (e.g. co-op opportunities, incentives to use new program elements).
• Develop, with CRM Marketing and marketing vendor, program specific marketing plans (e.g. overstock, commodity push)

Additional Responsibilities: 20%

Reporting

• Proactively work with program vendors to monitor sales and inventory data to audit and ensure accuracy
• Report monthly to management on metrics of interest to steer aftersales business decisions and improve Audi and VWGP (Genuine Parts) business influencing factors with respective departments
• Verify our vendor supplied data / sales figures & ensure alignment with internal reported data.
• Produce summarized reporting tools customized for the field team.

General

• Hold educational webinar sessions for internal and external business owners as needed VWGoA internal or in collaboration with program vendors
• Support Aftersales team (regional and HQ) with all Parts promotional activity tracking. Create and distribute rules and launch communications to the field and dealer body through developed communication channels
• Develop a strong collaboration and working relationship with regions, field personnel, AoA and VWoA supporting partners, VWGoA partners, national parts and service council teams
• Develop and document operational contacts and collaborate with appropriate VWGoA departments/individuals/and Branded teams essential to VWGoA parts business
• Investigate new calculations for parts opportunity, penetration and validate sales progress
• Proactively engage the WPS team for pulse of the business, any needs, best practices and ongoing support

Years of Relevant Experience:

• 5-7 years of OEM after sales and project management experience.

Education - Required:

• Bachelor’s Degree in Business Or Finance

Education - Desired:

• Master’s degree preferred with a major in Financial or Business

Skills:

• Excellent working knowledge of automotive after sale processes
• Strong understanding of dealership wholesale and retail parts business
• Vendor relations management experience
• Strong written and oral communication, analytical, quantitative, and qualitative skills desired
• Ability to multi task and work to a deadline
• Resource and program management
• Parts, accessory, service marketing experience
• Consulting related to Parts business in automotive industry
• Proficient in VWGoA Parts Policies and Procedures, and Terms of Trade
• Proficient with all aspects of Dealer Parts department processes
• Excellent communication, and presentation skills
• Proficiency in Project planning and management
• Able to concisely communicate opportunities as a subject matter expert to internal and external audiences
• Customer Focus - Ability to understand the needs of dealer customer and retail customer in all activities
• Systematic mindset – Self-sufficient and process oriented in problem resolution and troubleshooting
• Integration – joining people, processes or systems, connecting the business across departments and stakeholders separated by organizational or geographical distance
• Accountability - Convey the utmost professionalism to all audiences, including internal, field, executive, and dealer
• Innovate and develop new programs and business models
• Continuous improvement mindset – always question process and results and actively work to improve results in area of responsibility
• Detail orientated
• Analytical thinking–Excels with abstract ideas, using creativity to streamline current processes and identify trends
• MS Office Products and business tools – specifically Excel & PPT to analyze and convey complex topics in an easy to understand manner

Specialized Skills - Required:

• Proficient in current parts applications systems Parts on Command, SAP, ETKA
• Understanding of vehicle manufacturers parts or vehicle inventory and distribution networks
• Knowledge of automotive dealer operations and most common DMS systems (Reynolds, CDK, Dealer Track etc.)
• Advanced proficiency with Microsoft Office
• Sales experience (B2C, B2B, Dealer Groups, MSOs)
• Multiple key stakeholder management/collaboration towards a common goal, though areas of focus may be different. i.e.: sales and marketing responsible teams (sales/profit KPI’s) and logistics /procurement teams (fill rate KPI’s)

Specialized Skills - Desired:

• Experience of new business or sales channel set-up
• Knowledge of Aftermarket or OEM parts sales and supply environment
• Wholesale (Field) automotive experience
• Parts, accessory, & service marketing experience
• Retail/Parts Manager Experience

Work Flexibility:

• Some travel required throughout the region while maintaining response time and quality of work (5%-10%)

Volkswagen Group of America is an Equal Opportunity Employer. We welcome and encourage applicants from all backgrounds, and do not discriminate based on race, sex, age, disability, sexual orientation, national origin, religion, color, gender identity/expression, marital status, veteran status, or any other characteristics protected by applicable laws.

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