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Director, Global Channel Partner

Date: Jul 27, 2019

Location: Columbia, MD, US, 21044

Company: W. R. Grace & Co.

Requisition ID: 2982 

Built on talent, technology, and trust, Grace is a leading global supplier of catalysts and engineered materials. The company’s two industry-leading business segments—Catalysts Technologies and Materials Technologies—provide innovative products, technologies, and services that enhance the products and processes of our customers around the world. Grace employs approximately 3,900 people in over 30 countries.

Job Description

The Global Channel Management Director is responsible for improving the effectiveness of our Distribution management around the world with a focus on expanding market access, driving growth and improving margins.

Key responsibilities:

Manages a team of 3 Channel Account Managers in the Americas and EMEA

Provides direction to SAMs and GSMs in APAC on distribution and partner strategy and relationships

Reviews the existing Channel Partner network and determines its effectiveness

Recommends and helps implement any changes required

Establishes productive, professional relationships with key personnel in assigned Channel partners with a focus on improving market access and driving growth

Leads the establishment of improved or more effective work processes to drive clearer accountability, communication and the measurement of progress against agreed targets. Oversees all elements of price support and other commercial guidelines

Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations

Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts

Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship

Manages potential channel conflict with partners by establishing clear guidelines of territory coverage and account availability.

Ensures partner compliance with partner agreements.

Consulted in the development and execution of all contractual relationships with existing and new Channel partners


Required Skills

Strong Networking and Relationship-building skills – internal and external

Results-oriented and able to multitask in a fast-paced environment

Proven ability to gain and maintain lasting customer relationships

Proven ability to understand and sell a technical product portfolio

Well organized with strong customer orientation


Excellent listening and teamwork skills

Able to work independently with little guidance.

Up to 40-50% of travel required

Required Experience

10+ Years of successful channel sales experience

Experience in Chemical Industry preferred

Preferred Qualifications

Bachelor’s degree in Chemistry, Chemical Engineering or related field

Grace is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Grace via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Grace. No fee will be paid in the event the candidate is hired by Grace as a result of the referral or through other means.

Nearest Major Market: Baltimore