Channel Development Manager (Commercial HVAC)

Channel Development Manager

Dayton, OH

Must-Haves

• 4 years of experience in outside sales, channel development, or manufacturer rep management within industrial or B2B markets
• Proven success building and growing distributor, dealer, or independent rep networks
• Experience in HVAC, ventilation, air movement, or related technical/industrial products
• Ability to understand technical specifications, product applications, and customer requirements
• Willingness to travel up to 40% across North America
  
  

Overview

A growing and well-established manufacturer and distributor of commercial ventilation and air movement products is seeking a Channel Development Manager to lead expansion of specialized product lines across North America. This is a high-impact role for a sales professional who can balance direct selling with channel strategy, building strong partnerships while driving measurable revenue growth.

Key Responsibilities

• Drive growth of HVAC and ventilation product lines (including air curtains and energy recovery systems) through direct sales and channel development
• Identify, recruit, onboard, and develop manufacturer representatives, dealers, and distribution partners
• Build and expand a national sales network with a focus on early-stage channel growth
• Prospect, pursue, and close key opportunities while supporting partner-driven sales efforts
• Train and enable channel partners with product knowledge, tools, and go-to-market strategies
• Utilize a consultative, value-based sales approach to drive long-term customer relationships
• Prepare quotes, proposals, and pricing in collaboration with engineering and operations teams
• Serve as the primary point of contact throughout the full sales cycle
• Review technical specifications and ensure accurate product application and selection
• Collaborate cross-functionally with engineering, customer service, and internal sales teams
• Negotiate representative agreements and support territory development
• Maintain accurate pipeline, forecasting, and customer data within CRM/ERP systems
• Represent the company at customer meetings, trade shows, and industry events
  
  

What You Bring

• Strong ability to build relationships and influence across a distributed sales network
• Entrepreneurial mindset with the ability to grow new markets and channels
• Technical aptitude combined with commercial acumen
• Excellent communication, organization, and follow-through
  
  

This is an excellent opportunity to take ownership of a growing product segment and play a key role in scaling a North American sales channel for a respected industry player.