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About the Role
The Regional Channel Sales Manager (Distributors & Agents) is responsible for driving profitable growth and strengthening market leadership through a network of distributors and agents across the Middle East, Israel, Africa, and Eastern Europe. This role translates market insights into growth strategies, expands the company's position in priority verticals, and ensures disciplined execution across the commercial funnel. Success is achieved through visible field leadership, data-driven performance management, and continuous development of people and capabilities aligned with ITW values. This position offers P&L influence, high visibility within EMEA leadership, and the opportunity to shape the company's long-term market position in the region.
Responsibilities
- Own and deliver regional booking, margin, and growth targets.
- Translate EMEA strategy into territory-level growth plans focused on priority verticals, products, and accounts.
- Drive 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.
- Own forecast accuracy, pipeline health, and performance versus plan.
- Monitor sales funnel progression and support channel partners in converting opportunities into orders.
- Analyze 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.
- Identify capability gaps and deliver coaching, training, and development programs to improve channel effectiveness.
- Ensure distributor alignment with commercial strategy, pricing policies, and customer experience standards.
- Build, develop, and inspire a high-performing network of distributors and agents, creating a culture of accountability, growth, and customer focus.
- Coach and develop distributor leadership, strengthening commercial capability, technical knowledge, and sales effectiveness.
- Conduct regular business reviews with channel partners, setting clear performance expectations, monitoring KPIs, and implementing improvement plans.
- Foster strong relationships with distributor principals, owners, and senior leadership teams, acting as a trusted advisor.
- Ensure full compliance with 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.
- Perform any other related duties as required.
Requirements
- 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.
- Demonstrated track record of delivering profitable growth through indirect sales channels.
- Highly developed influencing and stakeholder management skills at all organizational 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.
Skills
- Sales
- Channel Management
- Business Development
- Negotiation
- Forecasting
- Planning
- Stakeholder Management
- Analytical Skills
- Commercial Acumen
Location
- Middle East
- Israel
- Africa
- Eastern Europe
Work Type
- Hybrid
- Field-based
- Travel required
Experience Level
- Senior
About the Company
- Instron is a global leader in materials testing.
- The company operates under ITW values.