What are the responsibilities and job description for the Channel Development Manager position at Gables Search Group?
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
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
- 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