Job Description

The Wholesale Sales Specialist is responsible for supporting wholesale distributors and dealer partners in the Independent Aftermarket (IAM) by providing in-market guidance, training, and ongoing support. This role ensures dealers are effectively utilizing internal and external tools, following industry best practices, and maximizing sales opportunities.

The Wholesale Sales Specialist works closely with sales, product management, marketing, and training teams to drive adoption of programs and tools that enhance dealer performance, customer satisfaction, and market share growth.

Key Responsibilities:

Dealer Support and Training

• Conduct in-market visits and calls to wholesale distributors and dealer partners.

• Provide training on internal tools, ordering systems, product information platforms, and other relevant resources.

• Educate dealers on industry best practices, process improvements, and sales strategies to optimize performance.

Program and Tool Adoption

• Ensure dealers are actively using internal systems, digital platforms, and company-provided tools.

• Identify gaps in adoption or knowledge and implement corrective actions through training or coaching.

• Serve as a subject matter expert to help dealers leverage company programs and initiatives effectively.

Relationship Management

• Build and maintain strong relationships with dealers, distributor staff, and key contacts.

• Act as the primary point of contact for dealer questions related to products, programs, and tools.

• Collaborate with sales teams to align dealer engagement with company objectives

Performance Monitoring and Feedback

• Monitor dealer engagement, tool usage, and sales performance to identify opportunities for improvement.

• Provide regular feedback to internal teams regarding dealer performance, program effectiveness, and market trends.

• Support continuous improvement of dealer-facing programs based on market insights and observations.

Cross-Functional Collaboration

• Work closely with wholesale program developers, sales managers, product managers, and marketing teams to support initiatives and ensure consistent messaging.

• Share insights and recommendations to help improve program design, training materials, and dealer engagement strategies.

Candidate should reside in one of the following states: Michigan, Ohio, Indiana

Qualifications

Basic Qualifications:

• Bachelor’s degree in Business, Marketing, Supply Chain, or a related field preferred.
• Minimum 8 years experience in wholesale sales, dealer support, or customer success, preferably within the automotive aftermarket or related distribution industry.
• Strong knowledge of dealer/distributor operations, tools, and sales processes.
• Excellent communication, training, and relationship-building skills.
• Ability to travel frequently to support in-market activities.
• Strong organizational, problem-solving, and analytical skills.

Core Competencies:

• Dealer/Customer Training and Support
• Tool and Program Adoption
• Relationship Management
• Market Observation and Insight
• Cross-Functional Collaboration
• Communication and Coaching