Position Summary
The National Sales Manager – Distribution & Aftermarket is responsible for leading and growing Tecumseh’s distribution and aftermarket business across North America. This role drives revenue growth, channel expansion, customer engagement, and strategic market development for refrigeration and HVACR compressor products, condensing units, replacement parts, and related solutions. The position requires strong commercial leadership, channel management expertise, and deep knowledge of the refrigeration and HVACR aftermarket ecosystem. The successful candidate will partner cross-functionally with product management, operations, customer service, and marketing to execute growth strategies and strengthen Tecumseh’s market position.
Key Responsibilities
Sales & Business Growth
* Develop and execute national sales strategies to grow distribution and aftermarket revenue, margin, and market share.
* Lead annual sales planning, forecasting, territory management, and account development activities.
* Identify new channel opportunities, strategic partnerships, and customer acquisition targets.
* Drive growth in replacement compressors, condensing units, controls, and aftermarket components.
* Monitor competitive activity, pricing trends, and market dynamics to recommend commercial actions.
Channel & Distributor Management
* Build and maintain strong relationships with national and regional distributors, wholesalers, OEM service channels, and contractor networks.
* Negotiate annual agreements, rebate programs, pricing structures, and commercial terms.
* Develop distributor performance metrics and accountability processes.
* Support inventory optimization and channel stocking strategies.
* Conduct regular business reviews with key accounts to align growth initiatives and resolve issues.
Customer & Market Development
* Increase contractor and technician preference for Tecumseh aftermarket solutions through targeted engagement initiatives.
* Partner with marketing to develop promotions, training programs, and demand‑generation campaigns.
* Represent Tecumseh at trade shows, industry events, customer meetings, and association activities.
* Gather voice‑of‑customer feedback and communicate market needs to internal teams.
Leadership & Cross‑Functional Collaboration
* Collaborate with operations and supply chain teams to improve product availability and customer satisfaction.
* Partner with finance on forecasting, pricing strategy, and profitability analysis.
* Support product management in launch planning and lifecycle management.
* Mentor and develop regional sales resources and independent manufacturer representatives where applicable.
* Drive a culture of accountability, urgency, and execution excellence.
Qualifications
Education
* Bachelor’s degree in business, Engineering, Marketing, or related field preferred.
* MBA is a plus.
Experience
* 7–10+ years of sales leadership experience in HVACR, refrigeration, compressors, aftermarket parts, or industrial distribution.
* Proven success managing national distributor relationships and channel sales strategies.
* Experience with refrigeration compressors, condensing units, or HVACR systems strongly preferred.
* Demonstrated ability to grow revenue and improve profitability in a competitive market.
* Experience leading cross‑functional commercial initiatives.
Skills & Competencies
* Strong strategic selling and negotiation capabilities.
* Excellent leadership, communication, and relationship‑building skills.
* Financial and business acumen with experience managing forecasts and pricing strategies.
* Strong analytical and problem‑solving abilities.
* Ability to operate with urgency and drive measurable results.
* Proficiency in CRM systems, Microsoft Office, and sales analytics tools.
Key Performance Indicators (KPIs)
* Revenue growth and market share expansion
* Distributor sales performance
* Aftermarket profitability and margin improvement
* Forecast accuracy
* Customer retention and satisfaction
* New account acquisition
* Inventory turns and channel effectiveness
Travel Requirements
* Approximately 40–60% travel within North America.
Reporting Structure
* Reports to: Director of Sales North America
* Direct Reports: Regional Sales Managers, Manufacturer Representatives, and Technical Support
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