Channel Account Manager, EMEA (m/f/d)

Date: Sep 16, 2023

Location: Poznan, WP, PL, 60-166

Company: W. R. Grace & Co.

Requisition ID: 22225 

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 4,300 people in over 30 countries.

Job Description

Responsible for executing Channel strategy and driving Channel Partner revenue growth within EMEA.


  • 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 to communicate business performance and key initiatives back to business leadership.
  • Review performance with Channel partner base and provides 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. This includes recruiting additional Channel partners by segment and/or geography in order to achieve sales goals OR consolidating certain relationships to improve performance and build scale. Drive newly appointed channel partners from ideation to ongoing sales.
  • 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. Able to evaluate Channel 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.
  • Make sure formal legal agreements are in place for all Channel partners and updated in a timely manner.

Required Qualifications

  • Bachelor’s degree in Business Administration or related field:
  • 5+ Years of successful sales experience
  • Fluency in English
  • 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

Preferred Qualifications

  • Experience in Chemical Industry preferred.
  • 5+ Years of successful channel sales experience



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.