Channel Manager

NALCO An Ecolab Company; Dubai; On-site; AED 420,000 - 640,000; Full time

Job summary

Ecolab is seeking a Channel Manager for the United Arab Emirates to design and manage differentiated country-specific distributor strategies, align governance, and drive growth across multi-country markets.

You will collaborate with Area Managers, Sales Reps, and cross-functional teams to enhance distributor performance, implement data-driven programmes, and ensure alignment with company policies. This role demands strong analytical skills, leadership, and travel across the region.

Qualifications

• Bachelor's degree in engineering, business or a related field.
• Approximately 10-13 years of relevant commercial experience, including multi-country distributor or indirect-channel management; water treatment, industrial solutions or related B2B sector preferred.
• Experience building channel strategy, distributor business plans, incentive or rebate programmes and performance governance.
• Strong commercial and analytical capability with sell-in/sell-out, forecasting, pricing, margins, inventory and customer data.
• Ability to influence partners and internal stakeholders without direct authority.
• Experience conducting distributor reviews, resolving channel conflict and turning analysis into actions.
• Fluent business English; Arabic or local language capability advantageous.
• Willingness to travel across UAE, Egypt, Oman, Qatar and Pakistan.

Responsibilities

• Develop a differentiated channel strategy for each country reflecting market size, segments, distributor capability and growth priorities.
• Segment distributors by role, capability and growth potential and define coverage, investment and performance expectations.
• Create and manage structured channel growth programmes including rebates, incentives and campaigns.
• Establish sell-in/sell-out data discipline and reporting requirements.
• Lead quarterly business reviews with priority distributors covering performance, pipeline and recovery plans.
• Set annual distributor business plans and country KPIs; monitor and intervene as needed.
• Build distributor sales capability through joint planning, training, and tools.
• Identify channel gaps and evaluate new partners with clear criteria.
• Coordinate with Finance, Supply Chain, Marketing, Technical, CS and Legal for program alignment.
• Maintain distributor agreements and governance; resolve conflicts and territory issues.
• Monitor market trends and translate insights into pricing, promotions and development actions.
• Prepare a consolidated channel dashboard and management update.

Skills

Channel strategy

Distributor management

Data analysis

Stakeholder influence

Multi-country coordination

Education

Bachelor's degree in engineering, business or related field

Job description

Join Ecolab s industry leading Manufacturing team as Channel Manager in United Arab Emirates and see why Selling Power magazine has consistently ranked Ecolab as a top company to sell for We re growing and need talented people like you to help us continue to protect the world s most vital resources

In this role you will be joining a talented team that supports manufacturing team for a variety of industries In this role you will strengthen distributor capability improve commercial visibility establish consistent channel governance and create market-specific growth plans The position will work closely with Area Managers Sales Representatives and cross-functional teams while maintaining clear ownership for distributor performance and channel programme effectiveness

What s in it For You

• The opportunity to take on some of the world s most meaningful challenges helping customers achieve clean water safe food abundant energy and healthy environments
• The ability to make an impact and shape your career with a company that is passionate about growth
• The support of an organization that believes it is vital to include and engage diverse people perspectives and ideas to achieve our best
• Access to best-in-class resources tools and technology
• Enjoy a paid training program allowing you to learn from successful professionals
• Comprehensive benefits packages in line with market and industry standards
• Opportunity for a long term advanced career path in service sales corporate accounts or management
• Thrive in a company that values a culture of safety to include top-notch safety training and personal protection equipment

What You Will Do

• Develop a differentiated channel strategy for each country reflecting market size customer segments distributor capability service requirements and growth priorities
• Segment distributors and partners by strategic role capability and growth potential define the appropriate coverage model investment level and performance expectations for each
• Create and manage structured channel growth programmes including quarterly volume-based rebates target-driven incentives product or segment campaigns and new-customer activation programmes
• Establish robust sell-in and sell-out data discipline Define partner reporting requirements data templates submission cadence and data-quality checks to improve visibility of end customers products volumes pricing and inventory movement
• Lead quarterly business reviews with priority distributors covering performance versus target pipeline sell-out inventory forecast account development service delivery overdue actions and agreed recovery plans
• Set annual distributor business plans growth targets and country-level KPIs monitor execution and intervene where performance capability or compliance falls below expectations
• Build distributor sales capability through joint account planning field coaching product and application training sales tools campaigns and structured opportunity reviews
• Identify channel gaps and assess potential new partners using clear selection criteria due diligence financial strength market reach technical service capability and strategic fit
• Coordinate with Finance Supply Chain Marketing Technical Customer Service and Legal teams to ensure channel programmes are commercially sound operationally executable and aligned with company policies
• Maintain distributor agreements commercial terms rebate governance and documentation support timely resolution of channel conflicts territory issues and end-customer concerns
• Monitor competitor activity market trends partner feedback and customer needs translate channel intelligence into actions for portfolio pricing promotions service and market development
• Prepare a consolidated cluster channel performance dashboard forecast and management update highlighting growth risks actions and decisions required

Minimum Qualifications

• Bachelor's degree in engineering, business or a related field.
• Approximately 10-13 years of relevant commercial experience, including multi-country distributor or indirect-channel management; water treatment, industrial solutions or a related B2B technical sector is preferred.
• Demonstrated experience in building channel strategy, distributor business plans, incentive or rebate programmes and performance governance.
• Strong commercial and analytical capability, including working with sell-in, sell-out, forecast, pricing, margin, inventory and customer data.
• Ability to influence partners and internal stakeholders without relying solely on direct authority.
• Experience conducting distributor reviews, resolving channel conflict and converting analysis into clear corrective actions.
• Fluent business English; Arabic or relevant local language capability is advantageous.
• Willingness to travel across UAE, Egypt, Oman, Qatar and Pakistan based on business priorities.