Channel Strategy Lead – UAE & GCC

(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

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.