Why You Will Love this Job
The Aftermarket Distributor Sales Manager is responsible fordriving the performance, structure, and effectiveness of the aftermarket distribution channelacross North America.
This Aftermarket Distributor Sales Manager ownschannel 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 deliverprofitable growth, improved coverage, and consistent channel standards.
This is ahigh-impact, sales rolefocused 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
Applicants must be authorized to work in the US without requiring new or transfer visa sponsorship now or in the future.
Key Responsibilities
Channel Strategy & Territory Optimization
- Develop and execute regional channel strategies to driveaftermarket revenue growth and market share expansion
- Design, evaluate, and continuously refineterritory structures and distributor coverage models
- Analyze installed base, population, and market dynamics to ensureoptimal channel alignment and reach
- Lead recommendations and governance processes forchannel structure changes and partner assignments
Distributor Performance Management
- Establish and manageperformance frameworks, scorecards, and KPIsfor distributor and dealer networks
- Leadquarterly business reviews (QBRs)and monthly performance discussions with key partners
- Identify performance gaps and drivecorrective action planswith Aftermarket leadership and partners
- Partner with relevant areas to ensure accountability fororder growth, service capability, and market penetration
Channel Governance & Agreements
- Own the development, implementation, and enforcement ofstandardized distributor agreements
- Lead channel governance forums includingchange boards, partner approvals, and escalation processes
- Ensure compliance withcommercial, legal, and brand standardsacross all channel partners
- Maintain accuracy and discipline across systems related toterritories, partner data, and channel structures
Analytics, Planning & Tools
- Developmarket share targets, financial plans, and distributor sales goalsin partnership with Pricing Analytics and Commercial areas
- Build and managechannel dashboards and reporting toolsto enable data-driven decision making
- Track key performance indicators includingcoverage ratios, fill rates, growth trends, and partner productivity
- Provide actionable insights to leadership onchannel health and growth opportunities
Cross-Functional Leadership
- Collaborate withParts, Operations, Service, Finance, and Marketingto ensure alignment on programs, incentives, and execution
- Support development ofchannel programs, policies, and go-to-market initiatives
- Align channel capabilities withservice readiness, training, and parts availability strategies
- Drive consistency inbranding, digital presence, and customer experience across partners
Partner Development & Enablement
- Support onboarding and development of distributors and dealers throughstandardized playbooks and best practices
- Evaluate partner capabilities acrossspare parts sales, service, facilities, and technical expertise
- Identify gaps and recommendnetwork 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 Requirements
Required Qualifications
- Bachelor27s 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 candidate27s experience, their education, and the work location.
