Distribution Channel Sales Manager – North America
Bosch Home Comfort USA, Vernon Hills, Illinois, United States, 60061
Distribution Channel Sales Manager – North America
Location: Vernon Hills, IL
Key Responsibilities
Distribution Strategy & Performance (25%) – Own and execute the North American distribution strategy aligned with business objectives; set revenue and growth targets; drive new business pipeline growth, account penetration and share gain through distributors; monitor distributor performance using KPIs.
Sales Team Leadership (25%) – Lead, coach and develop the Distribution Sales team; set clear expectations, territories and objectives aligned with channel strategy; foster a culture of accountability, collaboration and continuous improvement; partner closely with Engineering leadership to ensure strong technical support for distributors and end‑customers.
Distributor Relationship Management (25%) – Serve as the executive sponsor for key distributor relationships across North America; lead distributor business reviews, joint growth planning and strategic account alignment; ensure distributor alignment to target accounts, pricing strategy and value creation; address escalations related to performance, delivery, service or commercial issues.
Cross‑Functional Collaboration (15%) – Work closely with Marketing to drive lead generation, campaigns and distributor enablement; collaborate with Product Management to align distributor focus with product strategy and portfolio priorities; partner with Operations and Supply Chain to support demand planning, inventory strategy and delivery performance.
Forecasting & Operational Excellence (10%) – Own distributor channel forecasting, demand planning and pipeline accuracy; ensure disciplined use of CRM tools to track opportunities, actions and results; identify and drive continuous improvement opportunities in channel processes and tools.
Expectations & KPIs
40–60% travel (primarily within North America)
Distributor revenue growth and profitability
New business pipeline growth and conversion (HG1–HG5)
Forecast accuracy and CRM discipline
Distributor satisfaction and engagement
Manage a team of 4‑6 sales professionals
Profile & Qualifications
Requires a Bachelor’s Degree in Engineering, Finance, Business, Marketing or a related field.
MBA preferred.
Certified Fluid Power Specialist preferred.
Competencies
Channel Leadership: Proven ability to build, manage and grow distributor‑based sales channels.
People Leadership: Strong capability to lead, coach and develop a sales team.
Customer Focus: Deep understanding of distributor and end‑customer needs with a commitment to customer delight.
Commercial Acumen: Strong grasp of pricing, margin management, forecasting and demand planning.
Collaboration: Effective cross‑functional leader who partners well with Engineering, Marketing, Product and Operations teams.
Strategic Thinking: Ability to translate business strategy into actionable channel execution plans.
Execution Excellence: Disciplined, results‑oriented and comfortable operating in a matrixed global organization.
Compensation Annualized base pay between $130,000 and $150,000 plus a management bonus.
Equal Opportunity Employer Bosch Rexroth is an equal‑opportunity employer, including disability and veteran applicants, and complies with all applicable federal, state and local laws.
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Key Responsibilities
Distribution Strategy & Performance (25%) – Own and execute the North American distribution strategy aligned with business objectives; set revenue and growth targets; drive new business pipeline growth, account penetration and share gain through distributors; monitor distributor performance using KPIs.
Sales Team Leadership (25%) – Lead, coach and develop the Distribution Sales team; set clear expectations, territories and objectives aligned with channel strategy; foster a culture of accountability, collaboration and continuous improvement; partner closely with Engineering leadership to ensure strong technical support for distributors and end‑customers.
Distributor Relationship Management (25%) – Serve as the executive sponsor for key distributor relationships across North America; lead distributor business reviews, joint growth planning and strategic account alignment; ensure distributor alignment to target accounts, pricing strategy and value creation; address escalations related to performance, delivery, service or commercial issues.
Cross‑Functional Collaboration (15%) – Work closely with Marketing to drive lead generation, campaigns and distributor enablement; collaborate with Product Management to align distributor focus with product strategy and portfolio priorities; partner with Operations and Supply Chain to support demand planning, inventory strategy and delivery performance.
Forecasting & Operational Excellence (10%) – Own distributor channel forecasting, demand planning and pipeline accuracy; ensure disciplined use of CRM tools to track opportunities, actions and results; identify and drive continuous improvement opportunities in channel processes and tools.
Expectations & KPIs
40–60% travel (primarily within North America)
Distributor revenue growth and profitability
New business pipeline growth and conversion (HG1–HG5)
Forecast accuracy and CRM discipline
Distributor satisfaction and engagement
Manage a team of 4‑6 sales professionals
Profile & Qualifications
Requires a Bachelor’s Degree in Engineering, Finance, Business, Marketing or a related field.
MBA preferred.
Certified Fluid Power Specialist preferred.
Competencies
Channel Leadership: Proven ability to build, manage and grow distributor‑based sales channels.
People Leadership: Strong capability to lead, coach and develop a sales team.
Customer Focus: Deep understanding of distributor and end‑customer needs with a commitment to customer delight.
Commercial Acumen: Strong grasp of pricing, margin management, forecasting and demand planning.
Collaboration: Effective cross‑functional leader who partners well with Engineering, Marketing, Product and Operations teams.
Strategic Thinking: Ability to translate business strategy into actionable channel execution plans.
Execution Excellence: Disciplined, results‑oriented and comfortable operating in a matrixed global organization.
Compensation Annualized base pay between $130,000 and $150,000 plus a management bonus.
Equal Opportunity Employer Bosch Rexroth is an equal‑opportunity employer, including disability and veteran applicants, and complies with all applicable federal, state and local laws.
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