Channel Manager - NAMEX - Water & Civil Infrastructure

About this Position

At Henkel, you’ll be part of an organization that’s shaping the future through innovation, sustainability and collaboration. With our trusted brands like Persil®, ‘all®, Loctite®, Snuggle®, and Schwarzkopf® and our cutting‑edge technologies, you’ll have countless opportunities to explore new paths and grow.

This position is with our Adhesive Technologies business unit – where we empower our people to transform industries and provide our customers with a competitive advantage through adhesives, sealants and functional coatings.

Dare to learn new skills, advance in your career and make an impact at Henkel.

The Channel Manager – Water & Civil OPEX is responsible for establishing, expanding, and optimizing Henkel’s channels across the NAMEX region within target water and civil infrastructure markets. This role develops and manages distributor relationships, promotes certified applicator relationships, analyzes channel performance, and supports the commercialization of multiple technologies, including insertion valves, pipe rehabilitation solutions, and strengthening systems used in Water Utilities, Municipalities, EPCs, DOTs, and Civil Contractors.

This leader will drive channel strategy and partner enablement to strengthen Henkel’s presence in the Water & Civil Infrastructure OPEX market.

• Create and execute a multi‑year channel program for Water & Civil OPEX across NAMEX to achieve financial and strategic goals, taking into account diverse paths to market for each technology (insertion valves, structural reinforcement, pipe lining).
• Identify, recruit, and onboard new applicators and channel partners aligned with Henkel’s portfolio and growth ambitions.
• Manage and implement operative execution of channel business to achieve financial and strategic goals, including sales plan, contract management, annual channel meetings, channel activation, and pricing/bonus system.
• Define channel segmentation, coverage models, and performance metrics.

• Manage end‑to‑end relationships with channel partners and key accounts, ensuring alignment on sales targets, capability building, and joint business planning.
• Conduct quarterly or monthly business reviews, pipeline reviews, and capability assessments with partners.
• Implement performance scorecards and manage remediation or exit strategies where needed.

• Collaborate with Sales and Marketing to support strategies that expand the use of Henkel’s technologies for Water & Civil Infrastructure and bring value to partners.

• Ensure channel programs are aligned with pricing execution, discount structures, and channel margin optimization.
• Align with regional sales managers on project support, pipeline prioritization, and bid strategies.
• Manage annual channel budgets, incentive programs, and rebate structures.

• Track competitor activity within channels, industry regulations, and emerging technologies in water utilities and civil infrastructure markets.
• Identify white spaces and new business opportunities in the region.
• Represent Henkel in industry events, associations, and partner engagements.

• Bachelor’s degree in Engineering, Business, Construction Management, or related field.
• 7+ years of experience in channel management, distribution, or technical sales within industrial or construction markets.
• Knowledge of water utilities and/or civil infrastructure.
• Experience managing multiple technologies across a diversified product portfolio.
• Strong negotiation, communication, and relationship‑management skills.
• Ability to travel up to 40–60% across NAMEX.

• Experience with repair, rehabilitation, or protective technologies for water & civil infrastructure.
• Understanding of municipal procurement processes, construction project cycles, and utility operations.
• Background in adhesives, coatings, sealants, composites, or similar industrial solutions.

• Strategic thinking with strong operational discipline.
• Ability to drive partner performance and accountability.
• High…