EMEA Channel Growth Manager

W. R. Grace

Poznań

On-site

PLN 180,000 - 320,000

Full time

14 days+

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Benefits offered by this job

Premium Medical Insurance (employee &%

Life Insurance (employee & family)

Glasses reimbursement

Sports Card (Fit&More)

Language Courses

Job summary

Grace, a Standard Industries company, seeks a Channel Partner Manager to drive channel strategy and partner revenue growth across the EMEA region from our Poznań location. Lead trainings, coordinate annual action plans, and guide partners to meet targets.

You will manage partner engagements, track performance in Salesforce, and advance strategic initiatives with the Global Director. This role requires 70% travel and strong contract management and product know-how.

Qualifications

Bachelor’s degree in Chemistry, Chemical Engineering, Business Administration or related field.
Fluency in English and German.
Strong networking and relationship-building skills – internal and external.
Collaborative mindset and ability to lead through influence – balance personal scorecard with that of others within Grace direct sales and other functions.
Ability to balance relationship management vs. challenging channel partners to meet expected targets and take work off Grace’s plate.
Balance between strategic thinking and tactical execution. Ability to go “high and low” to hit near term sales targets while setting Grace up with the right partners for long term success.
Take ownership of all assigned channel partners and deliver the overall business performance month in and month out. Drive the business.
Results-oriented and able to multitask in a fast-paced environment.
Experience in creating and managing contracts.
Proven ability to understand and sell a technical product portfolio.
Well organized with strong customer orientation.
Self‑Confidence.
Excellent listening and teamwork skills.
Able to work independently with little guidance.
Up to 70% of travel required.

Responsibilities

Enable Channel partners by coordinating sales and product training, marketing initiatives, and quarterly Mutual Action Plan reviews to meet assigned targets.
Document key Channel partner engagements in Salesforce.com to communicate business performance and key initiatives back to business leadership.
Review performance with Channel partner base and provide guidance to drive additional growth; intervene when necessary to solve issues.
Manage strategic initiatives and projects with channel partners in your region including new product launches, market mapping, etc.
Give input on overall strategic vision for Channel partnerships within the region and execute agreed vision with Global Director; recruit additional Channel partners by segment/geography to achieve sales goals or consolidate relationships to improve performance and scale.
Own and drive the Channel partner pipeline including long term data/time optimization on what Grace tracks vs. what our channel partners track and communicate to us.
Manage potential channel conflict with Channel partners by establishing clear territory/account coverage.
Forecast revenue potential for each Channel partner and prioritize time accordingly.
Develop recommendations for addressing underperforming or mis-aligned Channel partners; evaluate partner appropriateness.
Coordinate communication and end client visits between distributors with sales, TCS, and other Grace resources as required to drive sales and opportunities warrant.
Execute legal agreements and ensure contracts are in place for all Channel partners and are updated in a timely manner.