Aftermarket Sales Manager – North America

Role Purpose

The Manager, Aftermarket Sales North America is responsible for driving profitable growth of the company’s automotive aftermarket business across North America. This role leads business development, key account expansion, and strategic market penetration, with a clear mandate to win and grow relationships with major aftermarket players, while maintaining and optimizing existing business.

The position owns the aftermarket commercial strategy for the region, ensuring alignment between market needs, customer expectations, and company objectives, while working cross-functionally with R&D, Supply Chain, Operations and Finance to deliver competitive products, high service levels, and sustainable profitability.

Key Responsibilities

1. Business Development & Market Expansion

Develop and execute the North American aftermarket sales strategy in line with corporate objectives

Identify, target, and secure major aftermarket players (OEM service networks, distributors, buying groups, national retailers, fleets)

Expand the customer base through strategic partnerships, framework agreements, and long-term contracts

Lead negotiations with C-level and senior decision makers to close high-value, multi-year deals

2. Key Account Management & Customer Intimacy

Own and develop strategic key accounts across North America

Establish and maintain executive-level relationships with customers’ key decision makers

Act as the voice of the customer internally, ensuring market needs are clearly translated into company actions

Ensure customer retention through value-based selling, performance reviews, and continuous improvement

3. Revenue, Profitability & Financial Ownership

Full P&L responsibility for the North American aftermarket business

Own and manage revenue and cost budgets, ensuring margin targets and profitability goals are achieved

Drive pricing strategies, discount governance, and contract terms to protect and enhance margins

Monitor business performance and initiate corrective actions where required

4. Forecasting & Market Intelligence

Actively forecast aftermarket demand, sales volumes, and revenue by customer and product segment

Monitor market trends, competitor activity, pricing dynamics, and regulatory developments

Translate market intelligence into actionable inputs for product strategy, supply planning, and capacity management

5. Aftermarket Strategy & Execution

Define and roll out a market-appropriate aftermarket strategy aligned with company expectations

Ensure regional execution of global aftermarket initiatives while adapting to North American market realities

Continuously evaluate go-to-market models, distribution strategies, and service offerings

6. Service Level & Logistics Collaboration

Support the development of logistics and service level concepts required by the North American aftermarket

Collaborate with Supply Chain and Operations to improve delivery performance, availability, and responsiveness

Define and monitor service level requirements (OTIF, lead time, fill rate) based on market expectations

7. Product Roadmap & R&D Collaboration

Support the development and co-development of the aftermarket product roadmap in close collaboration with R&D

Translate customer and market requirements into product features, variants, and lifecycle decisions

Support new product launches and ensure strong commercial adoption in the market

8. Leadership & Cross-Functional Alignment

Act as the central interface between Sales, R&D, Supply Chain, Finance, and Operations

Provide clear direction, priorities, and feedback to internal stakeholders

Represent the North American aftermarket business in global leadership forums

Key Performance Indicators (KPIs)

Aftermarket revenue growth (YoY)

Gross margin / contribution margin (%)

New key accounts acquired (major players)

Customer retention rate (%)

Forecast accuracy (%)

Service level performance (OTIF, lead time adherence)

Price realization vs. list price

Qualifications & Experience

10 years of experience in automotive aftermarket sales, business development, or commercial leadership

Proven success in winning and managing large aftermarket customers in North America

Strong understanding of aftermarket business models, distribution structures, and pricing mechanisms

Experience with P&L ownership, budgeting, and profitability management

Demonstrated ability to operate at executive level, both internally and externally

Strong strategic, analytical, and negotiation skills

Job Type: Full-time

Pay: $120,000.00 - $140,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Employee assistance program
• Flexible spending account
• Health insurance
• Life insurance
• Paid time off
• Retirement plan
• Tuition reimbursement
• Vision insurance

Work Location: In person

Salary : $120,000 - $140,000