Channel Manager - UAE

About the role

Ecolab is looking for a Channel Manager to join its Manufacturing team in the United Arab Emirates. The role strengthens distributor capability, improves commercial visibility, establishes consistent channel governance and creates market-specific growth plans, working closely with Area Managers, Sales Representatives and cross-functional teams.

Key responsibilities

• Develop a differentiated channel strategy for each country, based on market size, customer segments, distributor capability and growth priorities.
• Segment distributors and partners by strategic role, capability and growth potential, defining coverage models, investment levels and performance expectations.
• Create and manage channel growth programmes such as quarterly volume-based rebates, target-driven incentives, product campaigns and new-customer activation.
• Set up sell-in and sell-out data discipline, including reporting requirements, data templates and quality checks.
• Lead quarterly business reviews with priority distributors and set annual distributor business plans, growth targets and country-level KPIs.
• Build distributor sales capability through joint account planning, field coaching, product training and structured opportunity reviews.
• Identify channel gaps, assess new partners and coordinate with Finance, Supply Chain, Marketing, Technical, Customer Service and Legal teams.
• Maintain distributor agreements, commercial terms and rebate governance, and resolve channel conflicts and territory issues.
• Monitor competitors, market trends and partner feedback, and prepare a consolidated channel performance dashboard and management update.

Required profile

• Resides in Dubai, UAE; geographic scope includes UAE, Egypt, Oman, Qatar and Pakistan, with travel required.
• 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 channel strategy, distributor business plans, incentive or rebate programmes and performance governance.
• Fluent business English; Arabic or a relevant local language is advantageous.

Required skills

• Strong commercial and analytical capability, including 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 turning analysis into corrective actions.

What we offer

• Paid training program and comprehensive benefits packages in line with market standards.
• Long-term career path in service, sales, corporate accounts or management.
• A culture of safety with safety training and personal protection equipment.