The Channel Partner Manager - Purification Technologies is responsible for developing and growing our distribution and channel partner network across North America. This role is focused on expanding market reach, increasing revenue through strategic stocking distributors, and creating strong partnerships that help us penetrate markets where a direct sales approach may not be the most effective path.
This person acts as the primary business leader for distributor relationships and works closely with field sales, corporate accounts, marketing, customer service, and operations to ensure our channel partners are well-positioned to grow with us. The goal is to create a channel network that drives profitable growth while allowing our direct sales team to stay focused on strategic accounts, key projects, and innovation opportunities.
What You Will Do:
- Develop and execute the North American channel partner strategy.
- Identify, recruit, onboard, and grow high-potential distributors and resellers.
- Build strong executive and commercial relationships within partner organizations.
- Establish annual business plans, revenue targets, and growth initiatives with key partners.
- Drive adoption of Purolite products, technologies, and strategic growth platforms through the channel.
- Partner with field sales organizations to define account ownership, engagement models, and market coverage strategies.
- Improve market penetration in industrial, municipal, power, microelectronics, food & beverage, and other strategic segments.
- Work with channel partners to identify and pursue new opportunities, projects, and end users.
- Lead quarterly business reviews and develop action plans to accelerate growth.
- Monitor pricing, profitability, inventory levels, and market competitiveness within the channel.
- Coordinate with marketing on campaigns, product launches, training programs, and demand generation initiatives.
- Serve as the voice of the channel internally and advocate for investments that support long-term growth.
- Ensure channel partners maintain strong customer support, technical capability, and market presence consistent with our brand expectations.
What Success Looks Like:
- Significant revenue growth through distributor and reseller partners, 20% YOY.
- Increased market coverage in target industries and geographies.
- Strong partner engagement and business planning discipline.
- Improved speed to market and customer responsiveness through stocking distributors.
- Healthy and profitable channel relationships aligned with company growth objectives.
- Reduced transactional workload on direct sales teams, allowing greater focus on strategic account development and new business creation.
Minimum Requirements:
- Bachelor’s degree in Business, Engineering, Chemistry, Environmental Science, or related field.
- 7 years of sales, channel management, business development, or commercial leadership experience.
- Experience in water treatment, purification technologies, specialty chemicals, industrial processes, or related industries.
- Ability to travel approximately 30-50%.
Preferred Qualifications:
- Demonstrated ability to build and grow strategic partnerships.
- Strong commercial, negotiation, and account management skills.
- Ability to work cross-functionally with sales, operations, marketing, and customer service teams.
- Comfortable operating independently while influencing across multiple functions.
- Think and act like a business leader.
- Build trust internally and externally.
- Focus on long-term partnerships rather than short-term transactions.
- Create accountability around growth plans and execution.
- Promote collaboration between channel partners and direct sales teams.
- Drive a culture of customer focus, responsiveness, and profitable growth.
Annual or Hourly Compensation Range
The total Compensation range for this position is $157,900-$236,900 which includes base pay and target incentive based on performance, per plan terms. Many factors are taken into consideration when determining compensation, such as experience, education, training, geography, etc. We comply with all minimum wage and overtime laws.
Benefits
Ecolab strives to provide comprehensive and market-competitive benefits to meet the needs of our associates and their families. Click here to see our benefits.
If you are viewing this posting on a site other than our Ecolab Career website, view our benefits at jobs.ecolab.com/working-here.
Potential Customer Requirements Notice
To meet customer requirements and comply with local or state regulations, applicants for certain customer-facing roles may need to:
- Undergo additional background screens and/or drug/alcohol testing for customer credentialing.
Americans with Disabilities Act (ADA)
Ecolab will provide reasonable accommodation (such as a qualified sign language interpreter or other personal assistance) with our application process upon request as required to comply with applicable laws. If you have a disability and require accommodation assistance in this application process, please visit the Recruiting Support link in the footer of each page of our career website.
