Parts Sales & Marketing Manager

Main tasks
1- Parts Sales & Market Development
• Develop and execute the annual parts sales and market-development strategy, translating business objectives into dealer, channel, and product targets.
• Analyze market trends, customer needs, vehicle parc development, and channel performance to identify and prioritize profitable growth opportunities.
• Set and negotiate dealer sales targets within the approved business plan, monitor achievement, and initiate corrective actions for performance gaps.
• Develop wholesale, retail, NRCP, fleet, and ISP business opportunities and expand strategic product groups, including oil, wear-and-tear parts, batteries, tires, accessories, and value products.
• Track turnover, gross profit, genuine-parts penetration, sales growth, and dealer target achievement by product line and channel.
• Recommend channel, product, and sales initiatives based on demand forecasts and quantified business potential.

2- Inventory, Purchasing & Demand Planning
• Provide demand forecasts and market intelligence to Supply Chain, Logistics, and Purchasing to support purchasing and allocation decisions.
• Recommend stocking parameters that balance parts availability, service level, stock turn, working capital, and financial targets from sales POV.
• Anticipate seasonal, campaign-driven, and market-driven demand changes and reflect them in rolling forecasts.
• Monitor availability, forecast accuracy, stock turn, aging, and slow-moving inventory and support action plan.
• Ensure inventory recommendations support workshop productivity, customer retention, and profitable growth.

3 - Pricing, Competitor Intelligence & Portfolio Management

• Develop pricing and portfolio recommendations that protect brand positioning, competitiveness, revenue, and contribution margin.
• Benchmark competitor prices, offers, and portfolio developments for genuine parts and strategic product groups.
• Recommend price, discount, and product-mix changes supported by market evidence and financial impact analysis, within the applicable approval matrix.
• Manage the parts portfolio lifecycle, including product introduction, growth, optimization, and discontinuation proposals.
• Measure price realization, margin development, product-mix contribution, and competitiveness; initiate corrective proposals where targets are at risk.

4- Marketing, Customer Retention & Demand Generation

• Develop and execute integrated parts marketing and customer-retention plans aligned with the approved commercial strategy and budget.
• Design targeted programs for lapsed customers, inactive workshops, priority segments, and strategic product groups across dealer, digital, and traditional channels.
• Promote the genuine-parts value proposition and support aftersales campaigns that increase workshop throughput, customer retention, and market penetration.
• Define campaign objectives and monitor incremental sales, response or conversion rate, customer reactivation, retention, and return on investment.
• Optimize or stop activities that do not achieve the agreed commercial and financial thresholds.

5- Financial Steering & Business Planning
• Partner with Controlling to develop and consolidate the parts business plan and forecasting cycles, including OP, FC03, FC09, and rolling forecasts.
• Translate approved financial targets into dealer and channel plans and monitor turnover, gross profit, contribution margin, EBIT, stock turn, inventory aging, marketing expenditure, and cash-flow-related indicators.
• Identify risks and opportunities, quantify the financial impact, and coordinate corrective actions with dealers and relevant internal functions.
• Provide accurate monthly, quarterly, and annual management reporting, including performance versus plan, forecast accuracy, outlook, risks, and required decisions.

6- Network Management & Strategic Projects
• Lead approved strategic projects for parts-business growth, digital sales, parts trading, Parts Only concepts, and network development.
• Conduct structured dealer and ISP performance reviews and visits, agree action plans, and follow up delivery against milestones.
• Support dealer capability development and the implementation of agreed standards and best practices.
• Track project business cases, milestone delivery, adoption, incremental revenue, and network-performance improvement.
• Represent Customer Services in cross-functional and regional initiatives and escalate decisions outside the role’s authority.