Channel Account Manager, EMEA

Date: Apr 6, 2024

Location: Poznan, WP, PL, 60-166

Company: W. R. Grace & Co.

Requisition ID: 22821 

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


Grace is seeking a Channel Account Manager, EMEA to join our Materials Technologies Business Unit.  This role reports to the Director, Global Channel Partner Management, and is located in Poznan, Poland, or remote from a home office in Poland. Usual travel is around 25% and up to 50% on occasion in Europe. 


The Channel Account Manager will be responsible for the Eastern Europe region Channel partnership, growth strategy execution, and continuous improvement. We are looking for a motivated individual with excellent communication, the ability to build and cultivate partnerships, and B2B industrial sales experience! 



  • 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 the 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, price increases and pricing strategies in line with the market.
  • Give input on the overall strategic vision for Channel partnerships within the region and execute the agreed vision with the Global Director. This includes recruiting additional Channel partners by segment and/or geography 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 misaligned 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 promptly.

Required Qualifications


  • 4-year degree preferably in Chemical Engineering, Chemistry, or a similar STEM-related field
  • Minimum of 5 years experience in industrial B2B Sales
  • Fluent in English - verbal and written
  • Passport and ability to travel 25% and up to 50% on occasion
  • Experience in creating and managing contracts

Preferred Qualifications


  • Experience in Chemical Industry preferred.
  • 7+ years of successful channel sales experience
  • German language
  • CRM experience 
  • 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.
  • Proven ability to understand and sell a technical product portfolio
  • Able to work independently with little guidance


  • Annual bonus
  • Remote work policy
  • Premium Medical Insurance (for employee & family members)
  • Life Insurance (for employee & family members)
  • Reimbursement for glasses for computer work
  • Sports Card (Fit&More Package offers swimming pools, 4500+ sport-recreational facilities all over the country).
  • Language Courses

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.