What are the responsibilities and job description for the Channel Sales Manager - Switchgear position at Gavan-Graham Electrical Products?
Channel Sales Manager – Switchgear
Location: Union, NJ (Hybrid)
Travel: 25–40%
Reports To: Director of Channel Development
About Gavan Graham
Gavan Graham Electrical Products is a U.S. manufacturer of power distribution equipment, including panelboards, low-voltage switchboards, and medium-voltage switchgear. Based in Union, NJ, the company is expanding nationally as part of the Michael Baker International family of companies, supporting major infrastructure, industrial, and energy projects across the United States.
We are seeking a Channel Sales Manager – Switchgear to help grow our national sales pipeline through our network of independent sales agents.
Role Overview
The Channel Sales Manager works closely with the Director of Channel Development to expand Gavan Graham’s market presence through a network of independent sales agents.
This role focuses on developing project opportunities, strengthening agent relationships, and supporting the conversion of RFQs into orders across key market segments including industrial manufacturing, infrastructure, utilities, renewable energy, and data centers.
The position is highly market-facing and requires strong collaboration with agents, electrical contractors, engineering firms, and internal technical teams.
Key Responsibilities
Grow the Agent Channel
- Develop and maintain strong relationships with independent sales agents across assigned territories.
- Support agents in identifying and developing project opportunities.
- Provide product and application guidance for panelboards, low-voltage switchboards, and medium-voltage switchgear.
Develop Market Opportunities
- Work with agents to identify and track projects early in the development cycle.
- Support agents in positioning Gavan Graham solutions with engineers, EPC firms, and electrical contractors.
- Help expand market penetration across targeted segments.
Manage Opportunity Pipeline
- Ensure agent opportunities are captured and tracked from early project identification through RFQ, quotation, and order.
- Maintain clear visibility into pipeline development and quoting activity.
- Coordinate internally to help move opportunities efficiently through the sales process.
Strengthen Agent Performance
- Conduct regular pipeline reviews with agents.
- Track RFQ activity, quoting volume, and project development across territories.
- Identify opportunities to improve market coverage and agent engagement.
Provide Market Intelligence
- Gather competitive intelligence from agents and customers.
- Provide feedback on pricing competitiveness, market dynamics, and lost opportunities.
- Support pricing strategies that improve win rates.
What Success Looks Like
Success in this role will be measured by:
- Growth in agent-driven RFQ pipeline
- Contribution toward annual sales and order targets
- Increased agent engagement and project development activity
- Improved visibility into project opportunities
- Effective coordination between agents and internal teams
Ideal Candidate
- Experience in switchgear, electrical distribution equipment, or related power systems markets
- Understanding of contractor-driven and engineering-driven project environments
- Experience working with independent sales representatives or channel partners
- Strong commercial mindset with the ability to identify and develop opportunities
- Excellent relationship-building and communication skills
Compensation
- Base Salary: $100,000 – $130,000
- Performance Bonus: 10–15% tied to channel revenue growth and pipeline development
- Target Total Compensation: $120,000 – $150,000 depending on experience
Travel
This role requires approximately 25–40% travel to support agent relationships and project development across assigned territories.
Why Join Gavan Graham
- Opportunity to help scale a growing U.S. switchgear manufacturer
- Direct involvement in expanding a national sales channel
- Exposure to major infrastructure and industrial projects
- Work closely with the engineering and project network of Michael Baker International
Salary : $100,000 - $130,000