Aftermarket Distributor Sales Manager
Rehlko
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Descrizione del lavoro
Rehlko seeks an experienced Aftermarket Distributor Sales Manager to optimize the North American channel, drive revenue, and improve market reach through disciplined partner management.
The role demands strong analytical and leadership skills, regional channel development, and close collaboration with Parts, Operations, Service, Finance, and Marketing. Remote work with extensive travel within the U.S. and Canada.
Competenze
- Bachelor's degree in business, marketing, sales, engineering, or supply chain, or related field.
- 5+ years in sales, channel management, aftermarket, or related roles.
- Proven experience managing distributor or channel partner networks.
- Strong analytical, negotiation, and relationship-building skills.
Mansioni
- Develop and execute regional channel strategies to drive aftermarket revenue and market share.
- Design and refine territory structures and distributor coverage models.
- Manage distributor performance frameworks, KPIs, scorecards, and QBRs.
- Lead negotiations, governance, and execution of distributor agreements and programs.
- Collaborate cross-functionally with Parts, Operations, Service, Finance, and Marketing.
- Travel extensively across the U.S. and Canada to support partners.
Conoscenze
Formazione
Descrizione del lavoro
Our work is guided by our purpose: creating an energy-resilient world for a better future. This purpose embodies the legacy we bring, with more than 100 years as the global leader in energy resilience, delivering solutions critical to sustain and improve life. Our teams have the opportunity to provide a critical resource - energy - that ensures safety, security, and independence for people around the world. Our team members are focused on pushing boundaries, continuing to innovate in an ever-changing landscape, and keeping up with the pace required to create solutions for today's world demands. Our product range includes engines, generators, power conversion, UPS systems, EV components and electrification solutions, microgrid controls and management, and clean energy solutions that serve a broad spectrum of OEM, residential, industrial, and commercial customers. At Rehlko, you have the freedom to identify, create, and deliver solutions - large and small - that help people and communities thrive in the moments that matter. At Rehlko, our team members are the essential energy that powers our organization's success. We are committed to fostering a safe and sustainable work environment where safety is everyone's responsibility. We empower every team member to actively participate in our Zero Is Possible safety culture by encouraging open communication, proactively reporting hazards, following protocols, and suggesting improvements. Join us in creating an energy resilient world for a better future!
At Rehlko, our Total Rewards programs are designed to accelerate growth, energize performance, and support a culture of inclusion at every stage of life and work. We offer total rewards that are easily understood, recognize results, enable career mobility, and reflect our commitment to valuing diverse needs in a fast-moving world.
- Competitive compensation and benefits
- Work-life flexibility
- Recognition and rewards
- Development and career opportunities
- A safe and inclusive workplace
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.
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
- 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.
Rehlko proudly offers a rich history steeped in creativity and commitment to our associates and communities, along with competitive benefits and compensation.
Learn more about Rehlko at http://www.rehlko.com/who-we-are.
It is the policy of Rehlko to comply with all applicable provisions of the Americans with Disabilities Act (ADA) and corresponding national, state, local, or other applicable laws. Rehlko will not discriminate against any qualified associate or applicant with respect to any terms, privileges, or conditions of employment because of a person's physical or mental disability. Rehlko will provide a reasonable accommodation to associates or applicants with disabilities, in accordance with applicable laws. If you have a disability and require an accommodation in the application process or during the course of employment, please contact EnergyJobs@rehlko.com. Rehlko is an equal opportunity/affirmative action employer.
- Curiosity - Seek, learn, share
- Trust - Go farther together
- Pace - Focus to go faster
- Excellence - Find the win every day
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