Aftermarket Parts Distributor Sales Manager

Rehlko•Kohler, WI

1d•Remote

About The Position

The Aftermarket Parts Distributor Sales Manager drives the performance, structure, and effectiveness of Rehlko’s aftermarket distribution channel across North America. The role owns channel strategy execution, distributor performance management, territory design, and governance, aligning company objectives with channel partner capabilities. It serves as a central link between Parts, Operations, Service, Finance, and Marketing to support profitable growth, improved coverage, and consistent channel standards. This sales role focuses on optimizing market share, strengthening partner performance, and scaling the aftermarket business through disciplined channel management. The position is remote and requires 50–75% travel to distributors throughout the United States and Canada, as well as to headquarters and factories. Applicants must be authorized to work in the United States without requiring new or transferred visa sponsorship now or in the future.

Requirements

At least 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 and 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 and ability to collaborate with Sales, Marketing, Finance, Operations, Service, and Parts teams.
Excellent communication, presentation, negotiation, and relationship-building skills.
Strong organizational and project-management skills, including the ability to manage multiple priorities and initiatives.
Ability to travel extensively throughout the United States and Canada, including to headquarters, manufacturing facilities, distributors, and customers.
Applicants must be authorized to work in the United States without requiring new or transferred visa sponsorship now or in the future.

Nice To Haves

Bachelor’s degree in business, Marketing, Sales, Engineering, Supply Chain, or a related field; equivalent education, training, and related experience is also accepted.

Responsibilities

Develop and execute regional channel strategies to grow aftermarket revenue and market share.
Design, evaluate, and refine territory structures and distributor coverage models using installed-base, population, and market data.
Lead recommendations and governance processes for channel structure changes and partner assignments.
Establish performance frameworks, scorecards, and KPIs for distributor and dealer networks.
Lead quarterly business reviews and monthly performance discussions with key partners.
Identify performance gaps and drive corrective action plans with Aftermarket leadership and partners.
Develop, implement, and enforce standardized distributor agreements.
Lead channel governance forums, including change boards, partner approvals, and escalation processes.
Ensure channel partners comply with commercial, legal, and brand standards, and maintain accurate territory, partner, and channel-structure data.
Develop market-share targets, financial plans, and distributor sales goals with Pricing Analytics and Commercial teams.
Build and manage channel dashboards and reporting tools; track coverage ratios, fill rates, growth trends, and partner productivity.
Provide leadership with actionable insights on channel health and growth opportunities.
Collaborate with Parts, Operations, Service, Finance, and Marketing on programs, incentives, and execution.
Support channel programs, policies, and go-to-market initiatives, aligning partner capabilities with service readiness, training, and parts availability.
Promote consistent branding, digital presence, and customer experience across channel partners.
Support distributor and dealer onboarding and development through standardized playbooks and best practices.
Evaluate partner capabilities in spare-parts sales, service, facilities, and technical expertise; identify gaps and recommend network expansion, consolidation, or capability upgrades.