Regional Aftermarket Sales Area Manager

Rehlko•Kohler, WI

20h•$89,800 - $114,100•Remote

About The Position

The Regional Aftermarket Sales Manager is responsible for driving profitable aftermarket growth and distributor performance across an assigned North American region. Reporting to the North America Aftermarket leader, this position translates the overall aftermarket and channel strategy into distributor-specific commercial plans and measurable execution. The Regional Aftermarket Sales Manager serves as the primary operating interface between the company and assigned distributors and is accountable for improving aftermarket parts sales, market penetration, service-agreement growth, distributor capability and channel effectiveness. This is a highly commercial, data-driven field leadership position requiring strong distributor relationships, analytical capability, business acumen and the ability to influence independent channel partners.

Requirements

Bachelor’s degree in business, Engineering, Marketing, Sales, Supply Chain or related discipline.
5+ years of progressive experience in aftermarket sales, distributor/dealer management, channel management, commercial operations or related roles.
Demonstrated experience driving measurable revenue growth through independent distributor or dealer networks.
Strong experience developing distributor business plans, sales targets, scorecards, QBRs and corrective-action plans.
Demonstrated ability to use financial, sales, installed base and market data to identify commercial opportunities.
Strong commercial and financial acumen.
Demonstrated ability to influence distributor ownership and senior leadership without direct authority.
Strong executive communication, negotiation and presentation skills.
Ability to operate effectively across Sales, Service, Parts, Operations, Marketing and Finance.
Ability to travel extensively throughout the assigned region.
Applicants must be authorized to work in the US without requiring new or transfer visa sponsorship now or in the future.

Nice To Haves

Experience in power generation, engines, industrial equipment, heavy equipment or other intensive aftermarket industries.
Experience managing large North American dealer/distributor networks.
Experience with aftermarket parts and service business models.
Experience with distributor agreements, territory management and channel governance.
Experience with CRM, ERP, BI and installed-base analytics.
Experience leading channel transformation, market-coverage optimization or distributor-performance improvement initiatives.

Responsibilities

Own achievement of assigned regional aftermarket sales, orders, growth and market-penetration objectives.
Develop annual distributor business plans translating North American objectives into distributor-specific growth targets and actions.
Lead monthly distributor performance reviews and QBRs.
Identify performance gaps and establish measurable corrective-action plans with distributor leadership.
Build and maintain distributor-specific growth pipelines with defined opportunities, owners, timing and expected financial impact.
Drive accountability for agreed commercial commitments and escalate significant performance gaps when required.
Analyze installed-base, customer, equipment population, geographic and aftermarket consumption data to identify whitespace opportunities.
Evaluate penetration by distributor, territory, customer segment and product population.
Translate identified gaps into targeted commercial growth initiatives.
Track conversion of identified opportunities into orders, revenue and increased market share.
Drive execution of lifecycle growth programs including parts, preventive maintenance, service agreements, extended warranty, remote monitoring and break/fix opportunities.
Improve service agreement attachment and renewal performance across the installed base.
Work with distributors to develop the commercial and service capabilities required to capture lifecycle revenue.
Coordinate with Parts, Service and other functions to remove barriers to distributor growth.
Evaluate distributor coverage, capability, performance and market potential.
Recommend territory modifications, channel expansion, consolidation or distributor capability investments when appropriate.
Support onboarding and development of distributors and dealers using standardized channel playbooks.
Ensure execution of established distributor agreements, channel policies and governance standards.
Maintain accurate distributor performance scorecards and commercial dashboards.
Develop regional sales forecasts and identify risks and opportunities versus plan.
Monitor sales growth, orders, market penetration, installed-base coverage, service capability and partner productivity.
Ensure distributor/customer/installed-base information used for commercial decisions is accurate and actionable.
Provide leadership with clear recommendations, not simply data—on performance gaps and growth opportunities.
Serve as the regional commercial link between distributors and Parts, Service, Operations, Marketing, Finance, Pricing and other internal functions.
Coordinate resolution of issues affecting distributor growth, customer experience and aftermarket performance.
Execute channel programs, promotions, incentives and go-to-market initiatives.
Represent distributor requirements internally while maintaining accountability to company commercial objectives.