Job Description

The Distribution Channel Sales Manager – North America is responsible for driving revenue growth, profitability, and market penetration through the North American distributor network. This role leads the Distribution Sales team and serves as the primary business owner for distributor strategy, performance, and development. Working cross-functionally with Sales, Application Engineering, Marketing, Product Management, and Operations, this position ensures that distributors are effectively enabled, aligned, and executing to deliver sustainable growth and customer delight.

PRIMARY RESPONSIBILITIES:

Distribution Strategy & Performance (25%)

• Own and execute the North American distribution strategy in alignment with Compact Hydraulics business objectives.
• Set annual revenue and growth targets for the distributor channel.
• 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 to ensure consistent execution and high performance.
• Set clear expectations, territories, and objectives aligned with channel strategy.
• Foster a culture of accountability, collaboration, and continuous improvement.
• Partner closely with Application 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

Qualifications

Requires a Bachelor's Degree in Engineering, Finance, Business, Marketing, or related.

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.

Additional Information

Equal Opportunity Employer, including disability / veterans

*Bosch adheres to Federal, State, and Local laws regarding drug-testing. Employment is contingent upon the successful completion of a drug screen and background check. Candidates who have been offered the position must pass both screenings before their start date.

Annualized base pay between $130,000 to $150,000 plus management bonus.