Regional Channel Sales Manager

Job Description:

Strategy & Growth Execution

• Own and deliver regional booking margin and growth targets (monthly quarterly annual and 3-year LRP).
• Translate EMEA strategy into territory-level growth plans focused on priority 80/20 verticals products and accounts.
• Drive Lever 1 2 and 3 initiatives to generate incremental order intake and sustainable market share growth.
• Continuously assess market trends competitive dynamics and customer needs to identify new growth opportunities.

Commercial Leadership & Performance Management

• Own forecast accuracy pipeline health and performance versus plan.
• Monitor sales funnel progression and support channel partners in converting opportunities into orders.
• Analyse won/lost opportunities and implement corrective actions to improve performance.
• Recruit onboard evaluate and develop high-performing distributors and agents across the region.
• Establish annual business plans and growth targets with channel partners.
• Conduct regular distributor performance reviews and implement corrective actions where required.
• Identify capability gaps and deliver coaching training and development programmes to improve channel effectiveness.
• Ensure distributor alignment with Instrons commercial strategy pricing policies and customer experience standards.

Channel Leadership & Culture

• Build develop and inspire a high-performing network of distributors and agents across the region creating a culture of accountability growth and customer focus.
• Coach and develop distributor leadership strengthening commercial capability technical knowledge and sales effectiveness to drive sustainable growth.
• Conduct regular business reviews with channel partners setting clear performance expectations monitoring KPIs and implementing improvement plans where required.
• Foster strong relationships with distributor principals owners and senior leadership teams acting as a trusted advisor while promoting ITW values ownership and operational excellence across the channel network.

Operational Excellence & Governance

• Ensure full compliance with ITW Corporate Trade Compliance and export control standards
• Monitor and manage leading and lagging KPIs to drive performance.
• Collaborate cross-functionally with Marketing Service Operations and Finance to deliver customer and business outcomes.
• Any other related duties that may be required from time to time.

• Experience working with distributors and agents selling technical industrial materials testing capital equipment laboratory equipment or engineered solutions.
• Proven experience managing and developing distributor and agent networks across the Middle East Africa Israel and/or Eastern Europe with a demonstrated track record of delivering profitable growth through indirect sales channels.
• Highly developed influencing and stakeholder management skills at all organisational levels.
• Commercially and analytically strong with excellent forecasting and planning discipline.
• Experience appointing developing and managing distributor networks.
• Strong commercial negotiation and channel partner management skills.
• Ability and willingness to travel regularly throughout the region.

• Forecast accuracy and pipeline health
• Market penetration and coverage within priority territories and verticals.
• Distributor performance versus target.
• Channel partner retention and development.
• Number and quality of new distributor appointments.
• Growth of indirect sales booking.

• Hybrid office / field-based role.
• Travel approximately 3040% across the Middle East Israel Africa and Eastern Europe. (including multi-day trips).
• Working hours may vary to meet business and customer needs.