Distributor Sales Sr. Manager

The Senior Distributor Sales Manager is a strategic sales leader responsible for driving sustainable revenue growth, optimizing distributor network performance, and executing Yamaha Golf Car's strategy across Distributor and Utility sales channels. This role translates corporate objectives into actionable market strategies that strengthen distributor relationships, increase market penetration, enhance customer experience, and drive profitability.

The position provides leadership and direction to Regional Sales Managers and supporting sales personnel, ensuring alignment with organizational goals while fostering a culture of accountability, continuous improvement, and high performance. Through data-driven decision-making, market intelligence, and cross-functional collaboration, the Senior Distributor Sales Manager develops and executes initiatives that support long-term business growth, operational excellence, and competitive advantage.

What you’ll be doing:  

Sales Strategy & Business Performance:
Lead the development and execution of regional sales strategies to achieve and exceed wholesale, retail, profitability, market share, and growth objectives across Distributor and Utility sales channels. Monitor business performance and provide strategic direction through sales planning, performance analysis, and effective utilization of sales programs and business tools. 
Distributor Network Development & Optimization:
Develop and execute distributor network strategies that support Yamaha Golf Car's long-term growth objectives. Evaluate distributor performance, identify expansion opportunities, recommend distributor network modifications, support succession planning initiatives, and oversee distributor onboarding, transitions, acquisitions, and terminations. 
Business Planning, Forecasting & Inventory Management:
Lead forecasting activities related to retail demand, wholesale sales, inventory levels, and production requirements. Utilize market trends, competitive intelligence, distributor performance metrics, and historical data to support production planning, inventory management, budgeting, and enterprise decision-making. 
Distributor Engagement & Capability Development & Tech:
Strengthen distributor effectiveness through strategic business reviews, performance coaching, training initiatives, and implementation of best practices. Partner with distributors to develop business plans that improve market penetration, customer satisfaction, operational efficiency, and financial performance. Gather and share current TBC issues and share regular support.

Leadership & Organizational Development:
Lead, develop, and inspire Regional Sales Managers and sales personnel by establishing performance expectations, coaching for results, and creating development opportunities. Direct staffing, training, and performance management activities while fostering a culture of accountability, engagement, and continuous improvement. 
Cross Functional Collaboration & Cross-Functional Leadership:
Partner with Marketing, Operations, Customer Support, Finance, Accounting, and other key business functions to develop and implement sales programs, distributor incentives, training initiatives, promotional campaigns, and operational improvements that drive business results. 
Financial & Budget Management:
Develop, manage, and forecast regional sales budgets, inventory investments, marketing expenditures, travel expenses, and distributor development initiatives. Ensure effective resource allocation while maximizing return on investment and maintaining profitability objectives. 
Talent Leadership & Organizational Development:
Lead, develop, and inspire a team of Sales Managers by establishing clear expectations, coaching for performance, and creating individualized development plans. Foster a culture of continuous learning, engagement, accountability, and leadership growth. 
Executive Reporting & Strategic Recommendations:
Provide executive leadership with regular updates on business performance, sales forecasts, market conditions, profitability, distributor performance, and strategic initiatives. Utilize data-driven insights to support informed decision-making and organizational growth objectives. 

What you need to be successful:  

• Bachelor’s degree in business administration, Sales, Marketing, Management, or a related field required.
• MBA or advanced business degree preferred.
• 25 years of progressive work experience in: sales, distributor development, distribution, or field operations experience.
• Minimum 15 years of managerial experience leading and developing high-performing sales teams and direct reports.
• Demonstrated success managing distributor networks, channel partnerships, or territory-based sales organizations.
• Experience developing and executing strategic business plans that drive revenue growth and market expansion.
• Experience utilizing data analytics, forecasting tools, and business intelligence to support decision-making.
• Ability to travel extensively to distributor locations, customer accounts, trade events, and corporate meetings.
• Valid driver's license and ability to operate company vehicles as required.

Don’t meet every single requirement? Studies have shown that women and underrepresented minorities are less likely to apply to jobs unless they meet every single qualification. At Yamaha, we understand that talent comes in various forms, as such we are dedicated to building a diverse, inclusive, and authentic workplace.  If you’re excited about this role but your experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles!  

What’s in it for you: 

• 401(k) and Profit Sharing 
• Fertility Benefits 
• 37.5 hour work-week 
• Medical, Dental, Vision 
• Life and AD&D Insurance 
• Wellness Program 
• Short-Term Disability Coverage (for hourly roles) 
• Long-Term Disability 
• Student Debt Repayment Benefits 
• Ability to borrow Yamaha product 

Reports to:  Vice President, Executive

Yamaha Motor Corporation, USA is proud to be an equal opportunity employer.  All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identify, national origin, veteran or disability or any other status protected by federal, state, or local law.  We celebrate diversity and are committed to creating an inclusive environment for all employees.