Aftermarket Distributor Sales Manager

** Why You Will Love this Job
** The
** 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
* 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 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 Requirements
**** Required 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.
*…