Working Sales & Channel Manager

GLP Canada•Huber Heights, OH

2d•$110,000 - $160,000•Onsite

About The Position

The Working Sales Manager is a hands-on sales leadership role responsible for leading the inside and outside sales teams in Dayton, Ohio, and Mississauga, Ontario, while growing the channel network across Canada and the United States. The role divides its focus between leading, coaching, and operating the sales function and personally selling, developing channel partners, and opening new opportunities. The manager works closely with the Manager, Commercial Excellence and reports to the General Manager. The position is based in Dayton or Mississauga, involves regular travel between locations, and requires approximately 60% travel across Canada and the United States. The manager translates company objectives into sales targets, territory and account priorities, and action plans; oversees pipeline reviews, forecasting, and KPI tracking; and partners on improvements to sales processes, CRM use, and reporting. The role manages distributor, representative, dealer, and strategic customer relationships, leads presentations, negotiations, and business reviews, and develops new customers, segments, and applications. It also provides market and competitor intelligence to the business and represents Continental Fan at trade shows and industry events. The position supports the company’s 30x30 growth plan. First-year outcomes include aligning both sales teams to a common plan, strengthening pipeline and forecasting discipline, establishing clear channel partner expectations and measurable performance, generating revenue from new customers and markets, and becoming a trusted contact for key customers and partners.

Requirements

At least 7 years of B2B sales experience, including at least 3 years leading sales teams.
A proven record of growing revenue through distributors, representatives, and dealers.
Experience leading both inside and outside sales; experience across multiple locations or markets is preferred in the posting as ideal.
Experience selling technical, engineered, or industrial products.
Strong commercial judgment and comfort using pipeline data, forecasts, and performance metrics to make decisions.
Excellent communication, presentation, and negotiation skills, with the ability to influence customers, partners, and senior leaders.
Ability to travel approximately 60%, a valid driver's licence, and ability to travel between Canada and the United States.
A hands-on leadership approach, including coaching others and personally closing sales.
A track record of building effective channel partner networks.
Self-starter who takes initiative, follows through, and owns results.
Legally authorized to work in Canada or the United States, depending on the role location.

Nice To Haves

Experience in HVAC, air handling, ventilation, or air-moving products.
Experience selling to OEM customers.
Experience working with a commercial excellence or sales operations function.
Strong CRM skills.
Post-secondary education in business, marketing, or a related field.

Responsibilities

Lead, coach, and develop inside and outside sales teams across Dayton and Mississauga, building a collaborative sales culture.
Translate company objectives into sales targets, territory and account priorities, and action plans for Canada and the United States.
Run pipeline reviews, forecasting, and KPI tracking; identify gaps and risks and work with the team to address them.
Partner with the Manager, Commercial Excellence to improve sales processes, CRM use, and reporting.
Provide the General Manager with updates, market insight, and recommendations, and work across departments to deliver on customer commitments.
Manage and grow relationships with distributors, representatives, and dealers; set expectations, review performance, and add partners where coverage is thin.
Personally manage strategic customer relationships and lead presentations, negotiations, and business reviews.
Find and win new customers, segments, and applications alongside channel partners.
Bring customer, competitor, and market intelligence into the business.
Represent Continental Fan at trade shows and industry events.
Travel approximately 60% across Canada and the United States, including between the Dayton and Mississauga locations.