Aftermarket Distributor Sales Manager

Rehlko Company; Sheboygan (WI); Remote; USD 90,000 - 114,000; Full time

Job summary

Rehlko Company is seeking an Aftermarket Distributor Sales Manager to drive regional channel strategy, distributor performance, and coverage across the United States and Canada. The role is remote with 50-75% travel to HQ, factories, and partner sites.

You will align Parts, Operations, Service, Finance, and Marketing to grow aftermarket revenue and market share, while enforcing standards and governance through data-driven decision making and robust performance metrics.

Qualifications

• Bachelor’s degree in business, Marketing, Sales, Engineering, or a related field.
• 5+ years of experience in sales, channel management, distributor management, aftermarket sales, or related roles.
• Proven track record in growing sales, market share, and partner productivity.
• Experience developing channel strategies, territory plans, and market coverage models.

Responsibilities

• Develop and execute regional channel strategies to drive aftermarket revenue growth and market share expansion.
• Design, evaluate, and refine territory structures and distributor coverage models to optimize reach.
• Lead quarterly business reviews and monthly performance discussions with key partners to close gaps.
• Ensure compliance with channel agreements, governance processes, and brand standards across partners.

Skills

Channel management

Sales leadership

Analytics

Cross-functional collaboration

Education

Bachelor's degree

Job description

**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.* 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 candidate’s experience, their education, and the work location.