| Location | Northampton, Massachusetts (Remote) |
| Salary | $89,000–$114,000 |
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.
Work Mode: This position is a remote position with up to 75% travel to HQ & factories & distributors throughout the US and Canada.
Applicants must be authorized to work in the US without requiring new or transfer visa sponsorship now or in the future.
Key Responsibilities
1. Commercial Growth & Distributor Performance
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.
2. Installed-Base & Market Penetration
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.
3. Aftermarket Lifecycle Growth
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.
4. Channel & Territory Effectiveness
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.
5. Analytics, Forecasting & Business Planning
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.
6. Cross-Functional Execution
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 perfo