Representative Channel Manager

About the Role

As a Representative Channel Manager, you serve as the architect of our manufacturer's representative network, driving growth through strategic partner relationships and territory development. You leverage deep industry knowledge and existing relationships to build and maintain a high-performing network of manufacturer's representatives. You act as the primary point of contact for our rep firms, managing agreements, resolving conflicts, and ensuring mutual success through consistent engagement and excellent support. Working collaboratively with internal teams and rep partners, you develop and execute strategies to expand market coverage, increase revenue, and strengthen our position in key territories. You also ensure our representatives are equipped with the tools, training, and support needed to effectively promote our transformer and switchboard solutions.

Role Responsibilities

• Primary Relationship Owner: Serve as the primary point of contact and relationship manager for all manufacturer's representative firms in your territory. Foster strong relationships with rep principals and outside salespeople through regular communication, timely response to inquiries, and proactive engagement in their business success. Act as their advocate within Giga while ensuring alignment between representative and company objectives.
• Territory Strategy and Development: Build and maintain strong relationships with manufacturer's representatives across assigned territories. Develop and execute territory-specific business plans, manage performance metrics, and ensure alignment with company objectives.
• Representative Agreement Management: Structure and negotiate representative agreements, including commission structures, territorial rights, and performance expectations. Maintain documentation of all agreements and ensure compliance with terms by all parties.
• Channel Conflict Resolution: Proactively identify and resolve channel conflicts, including territory overlaps and commission disputes. Develop and implement policies that promote fair and productive representative relationships.
• Performance Management: Monitor and analyze representative performance against established metrics. Conduct regular business reviews, provide feedback, and develop improvement plans when necessary to optimize territory effectiveness.
• Training and Enablement: Coordinate with Product and Marketing teams to develop and deliver training programs that enable representatives to effectively promote our products. Ensure representatives have access to necessary tools, resources, and technical support.
• Market Intelligence: Leverage representative network to gather competitive intelligence, market trends, and customer feedback. Share insights with Product and Marketing teams to inform product development and go-to-market strategies.

About You

You bring extensive industry relationships and territory management expertise, paired with the strategic mindset that comes from understanding how strong representative partnerships drive market success. Your diplomatic approach is balanced by your ability to have difficult conversations and make tough decisions when necessary. You dive into the details of agreements and performance metrics while keeping sight of the bigger picture, managing multiple representative relationships with both fairness and accountability. Above all, you're driven by building and maintaining a best-in-class representative network and thrive in creating mutual success across territories.

Requirements

• 4+ years of experience in electrical equipment, with at least 2 years managing manufacturer's representative relationships
• Established relationships with manufacturer's representatives in the electrical equipment industry
• Proven track record of developing and managing successful territories through representative networks
• Deep understanding of representative agreements, commission structures, and territory management
• Experience resolving channel conflicts and managing complex multi-party relationships
• Strong knowledge of electrical distribution channels and go-to-market strategies
• Technical familiarity with power distribution equipment, particularly transformers and switchgear
• Excellent negotiation and conflict resolution skills
• Strong financial acumen for analyzing representative performance and commission structures
• Bachelor's degree in Business, Engineering, or related field and/or evidence of exceptional experience
• Valid driver's license and willingness to travel up to 25% to visit representative firms and key customers