Why You Will Love this JobThe
Aftermarket Distributor Sales Manager is responsible for driving the performance, structure, and effectiveness of the aftermarket distribution channel across North America.
This
Aftermarket Distributor Sales Manager owns channel strategy execution, distributor performance management, territory design, and governance, ensuring alignment between company objectives and channel partner capabilities. The
Aftermarket Distributor Sales Manager position serves as the central link between Parts, Operations, Service, Finance, and Marketing to deliver profitable growth, improved coverage, and consistent channel standards.
This is a high-impact, sales role focused on optimizing market share, strengthening partner performance, and scaling the aftermarket business through disciplined channel management.
Work Mode: This position is a remote position 50-75% travel & distributors throughout the US and Canada and to HQ & factories
Key ResponsibilitiesChannel Strategy & Territory Optimization- Develop and execute regional channel strategies to drive aftermarket revenue growth and market share expansion
- Design, evaluate, and continuously refine territory structures and distributor coverage models
- Analyze installed base, population, and market dynamics to ensure optimal channel alignment and reach
- Lead recommendations and governance processes for channel structure changes and partner assignments
Distributor Performance Management- Establish and manage performance frameworks, scorecards, and KPIs for distributor and dealer networks
- Lead quarterly business reviews (QBRs) and monthly performance discussions with key partners
- Identify performance gaps and drive corrective action plans with Aftermarket leadership and partners
- Partner with relevant areas to ensure accountability for order growth, service capability, and market penetration
Channel Governance & Agreements- Own the development, implementation, and enforcement of standardized distributor agreements
- Lead channel governance forums including change boards, partner approvals, and escalation processes
- Ensure compliance with commercial, legal, and brand standards across all channel partners
- Maintain accuracy and discipline across systems related to territories, partner data, and channel structures
Analytics, Planning & Tools- Develop market share targets, financial plans, and distributor sales goals in partnership with Pricing Analytics and Commercial areas
- Build and manage channel dashboards and reporting tools to enable data-driven decision making
- Track key performance indicators including coverage ratios, fill rates, growth trends, and partner productivity
- Provide actionable insights to leadership on channel health and growth opportunities
Cross-Functional Leadership- Collaborate with Parts, Operations, Service, Finance, and Marketing to ensure alignment on programs, incentives, and execution
- Support development of channel programs, policies, and go-to-market initiatives
- Align channel capabilities with service readiness, training, and parts availability strategies
- Drive consistency in branding, digital presence, and customer experience across partners
Partner Development & Enablement- Support onboarding and development of distributors and dealers through standardized playbooks and best practices
- Evaluate partner capabilities across spare parts sales, service, facilities, and technical expertise
- Identify gaps and recommend network expansion, consolidation, or capability upgrades
Success Metrics- Aftermarket parts revenue growth and market share improvement
- Distributor performance index (sales growth, coverage, service capability)
- Territory optimization (coverage vs. installed base)
- Compliance with channel standards and agreements
- Improvement in channel productivity and partner effectiveness
Job RequirementsRequired Qualifications- Bachelor's degree in business, Marketing, Sales, Engineering, Supply Chain, or a related field preferred or equivalent combination of education, training, and related experience
- 5+ years of experience in sales, channel management, distributor management, aftermarket sales, sales operations, or commercial management.
- Proven experience managing and developing distributor, dealer, or channel partner networks.
- Demonstrated success driving sales growth, market share, channel performance, or partner productivity.
- Experience developing and executing channel strategies, territory plans, or market coverage models.
- Strong analytical skills with the ability to use business data, KPIs, and financial information to identify opportunities and make informed decisions.
- Experience establishing and managing performance metrics, scorecards, business reviews, and corrective action plans.
- Strong cross-functional leadership skills with the ability to collaborate effectively with Sales, Marketing, Finance, Operations, Service, and Parts teams.
- Excellent communication, presentation, negotiation, and relationship-building skills.
- Strong organizational and project management skills with the ability to manage multiple priorities and initiatives.
- Ability to travel extensively throughout the U.S. and Canada, including travel to headquarters, manufacturing facilities, distributors, and customers.
The
BASE Salary range for this position is $89,800.00-$114,100.00. The specific Salary rate offered to a candidate may be influenced by a variety of factors including the candidate's experience, their education, and the work location.
