Aftermarket Distributor Sales Manager

Rehlko•Sheboygan, WI

1d•Remote

About The Position

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.

Requirements

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.
Applicants must be authorized to work in the US without requiring new or transfer visa sponsorship now or in the future.

Responsibilities

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
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
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
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
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
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