Channel Development Manager
H. T. PROF Group, Dayton, OH, United States
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
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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
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