Channel Manager

(CHL) Ecolab; United Arab Emirates; On-site; AED 150,000 - 185,000; Full time

Job summary

Ecolab in the United Arab Emirates is seeking a Channel Manager to lead multi-country distributor management and develop differentiated channel strategies. You will oversee data governance, quarterly reviews, and incentive programmes to drive growth.

You will collaborate with Area Managers, Sales Representatives and cross-functional teams to build distributor capacity, optimize coverage, and align with company policies and market needs.

Qualifications

• Bachelor's degree in engineering, business or related field.
• 10–13 years of relevant commercial experience, multi-country distributor or indirect-channel management.
• Experience building channel strategy, distributor business plans, incentives or rebate programmes and governance.
• Strong commercial and analytical capability with sell-in/sell-out data, forecasting, pricing and inventory understanding.

Responsibilities

• Develop a differentiated channel strategy for each country reflecting market size and growth priorities.
• Segment distributors and define coverage model, investment level and performance expectations.
• Create and manage structured channel growth programmes with rebates and incentives.
• Establish robust sell-in and sell-out data discipline and reporting templates.
• Lead quarterly business reviews with priority distributors on performance and recovery plans.
• Set annual distributor business plans and KPIs; monitor execution and intervene as needed.
• Build distributor sales capability through joint account planning and training.
• Identify channel gaps and assess potential new partners with clear criteria.
• Coordinate with Finance, Supply Chain, Marketing, Technical, Customer Service and Legal teams.
• Maintain distributor agreements and rebate governance; resolve channel conflicts.
• Monitor competitor activity and translate channel insights into actions.
• Prepare a consolidated channel performance dashboard and management updates.

Skills

Channel strategy

Distributor management

Sales analytics

Influence stakeholders

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.

Position Details:

• Candidate must reside in: Dubai / United Arab Emirates
• Geographic Scope will include: UAE, Egypt, Oman, Qatar and Pakistan.
• Travel is required to support sales territory
• Ecolab offers a world class training program designed to provide the tools and resources for you to be one of the best in your field.

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 revie