Channel Development Manager

Our client, a growing and well-established manufacturer and distributor of commercial ventilation and air movement products, is seeking a driven sales professional to lead expansion of specialized product lines across North America. This is a high-impact opportunity for someone who thrives in both direct sales and channel development, with the ability to build strong partnerships, win new business, and drive long-term market growth. The role is based in the Dayton, Ohio area, with potential remote or hybrid flexibility for the right candidate.

Responsibilities:

Drive growth of specialized HVAC and ventilation (air curtain and energy recovery) product lines through a combination of direct sales, channel development, and strategic business development Identify, recruit, onboard, and develop manufacturer representative firms, dealers, and distribution partners across North America Build and expand a national sales network with a strong focus on first-year channel growth objectives Personally prospect, pursue, and close key opportunities while supporting partner-led sales efforts Train and equip sales representatives and channel partners with product knowledge, tools, and market strategies Utilize a consultative sales approach focused on qualification, pain-based selling, and long-term customer value (Sandler Sales) Prepare and deliver quotations, proposals, and pricing packages in collaboration with engineering, operations, and supply chain teams Serve as a primary point of contact throughout the full sales cycle, from initial inquiry through order fulfillment Review technical specifications, drawings, and customer requirements to ensure accurate product application and selection Partner cross-functionally with engineering, customer service, inside sales, and external teams to support opportunities Negotiate representative agreements and support territory development within company guidelines Maintain accurate pipeline activity, forecasts, and customer records within CRM and ERP systems Represent company at customer meetings, project sites, trade shows, and industry events

Requirements:

Bachelor's degree in Engineering, Business, or related industry experience Experience in HVAC, mechanical equipment, ventilation, air movement, or related industrial product sales highly preferred 4+ years of progressive experience in outside sales, channel development, or manufacturer representation within technical, industrial, or B2B markets Proven success building, recruiting, and managing independent reps, dealers, and/or distributor networks Demonstrated ability to grow indirect sales channels while also closing direct business opportunities Strong consultative selling, negotiation, and relationship management skills Ability to understand technical specifications, product applications, and customer requirements Proficiency with CRM platforms and Microsoft Office (Excel, Word, Outlook) Highly organized with strong follow-through, accountability, and self-motivation Ability to travel up to 40% across North America