Channel marketing & Systems Engineer

Alfa Laval India is looking for a position of Channel Marketing and System Engineer Service Pune. The position is responsible for responsible for managing developing and growing Alfa Lavals indirect sales channels.

About Us -

At Alfa Laval we always go the extra mile to overcome the toughest challenges. Our driving force is to accelerate success for our customers people and planet.

We make it happen by having dedicated people with a curious mind. Curiosity is the spark behind great ideas. And great ideas drive progress.

As a member of our team you thrive in an open inclusive workplace based on diversity with a sense of belonging.

This is where you can make a difference by constantly building bridges to the future with sustainable solutions that have an impact on our planets most urgent problems.

Making the world a better place. Every day.

Please feel free to peruse our website

Purpose of the Job:

The position will contribute to the transformational journey of a modern data driven and customer centric organization.

This role owns the end-to-end channel partner lifecyclefrom scouting and onboarding to enablement performance management and long-term business developmentensuring channels are self-sufficient motivated and aligned with Alfa Lavals growth ambitions.

The position / About the Job:

The Channel Marketing and System Engineer in the Alfa Laval Service division responsible for India collaborates with various departments to ensure seamless operations and exceptional customer service.

Key Responsibilities:

• Lead/Support creation and full ownership of the Channel Plan.
• Manage Channel Segmentation and Channel Tier assignment; ensure tier-linked benefits are delivered.
• Carry out the Business Planning Process jointly with channels and follow up on results and activities.
• Define and track channel KPIs (revenue growth % funnel conversion stock turns service levels etc).
• Support annual budgeting forecasting and target-setting per partner.

• Serve as the single point of ownership for channel relationships and facilitate their contact with other parts of the organisation.
• Update negotiate and implement contracts and agreements with channels.
• Identify key growth levers at each channel and motivate partners to prioritise Alfa Laval product sales.
• Conduct Quarterly Business Reviews and joint action planning.
• Manage escalations and channel-conflict prevention.

• Analyse market insights buying behaviour and partner route-to-market.
• Build and maintain dashboards and reports in Excel and Power BI tracking sell-in -out pipeline health and partner performance.
• Perform pricing margin and discount-structure analysis; monitor competitor channel activity and market share.
• Translate data into actionable growth recommendations for partners and internal stakeholders.

• Scope and scout for new channels in white-space territories and segments.
• Screen prospective channel partners for business technical and cultural fit.
• Onboard channel partners end-to-end (contracting system setup training first order).
• Maintain a channel coverage map to identify gaps and overlaps.
• Manage partner rationalisation and offboarding where performance or compliance falls short.

• Build and coordinate the Training Plan for channels (commercial technical systems).
• Train partners and their teams on Alfa Laval systems tools and portals.
• Ensure a healthy balance of channel self-sufficiency with Product & Application Support and Order Handling.
• Provide technical guidance on product selection sizing and application (heat transfer separation fluid handling).
• Develop sales toolkits: pitch decks battlecards selection tools datasheets case studies.
• Act as technical/commercial escalation point on key end-customer opportunities.

• Drive partner adoption of digital sales channels.
• Onboard and train partners on online ordering self-service portals.
• Increase share of orders placed digitally and reduce manual order handling.
• Act as a change agent for digital ways of working with partners and track digital adoption metrics.

• Drive channel partner marketing activities (events webinars campaigns exhibitions co-branding).
• Manage MDF/co-marketing budgets and measure campaign ROI.
• Ensure brand and communication guideline compliance in all partner-facing material.
• Coordinate with marketing on lead generation lead routing to partners and lead follow-up discipline.

• Systematically capture partner and end-customer feedback on products pricing lead times service and competition.
• Channel structured insights back to Product Management Marketing and Supply Chain.
• Represent partner and market needs in internal forums and influence portfolio pricing and service-level decisions.
• Run partner satisfaction surveys and drive resulting improvement actions.

• Coordinate with other Alfa Laval divisions and business units where partners carry multiple portfolios.
• Align commercial terms tiering and engagement models to provide partners with a consistent Alfa Laval experience.
• Identify and pursue cross-selling and bundling opportunities across divisions.
• Share best practices and partner intelligence across regions and business units.

• Develop manage and improve channel systems (CRM partner portal e-commerce etc.).
• Maintain and continuously improve channel management processes.
• Understand supply chain and business process logic.
• Ensure CRM and partner master data quality.
• Ensure compliance with Alfa Laval Business Principles Code of Conduct trade compliance and anti-corruption policies.

Area

Requirement

Excel & Data Analysis

Advanced Excel (pivot tables lookups Power Query modelling dashboards); Power BI a strong plus

Supply Chain & Process

Understanding of supply chain flows order-to-cash and business process logic

Marketing

B2B channel marketing campaigns events digital demand generation

Digital & E-Commerce

Partner portals online ordering digital adoption

Technical Mechanical

Mechanical/thermal/process equipment knowledge; able to hold technical conversations

Sales

Commercial acumen negotiation value selling pricing contract management

Systems

CRM ERP partner portals

• Strong relationship building and influencing skills across cultures and organizations
• Structured process-oriented and strong ownership mindset
• Excellent communication presentation and training skills
• Analytical and fact-based decision making
• Collaborative team player in a matrix organization
• Resilient and comfortable with change and ambiguity

• Bachelors degree in Mechanical Chemical or Industrial Engineering (MBA in Sales/Marketing is an advantage)
• years of experience in channel/distributor sales technical sales or business development in an industrial B2B environment
• Proven track record of growing sales through indirect/partner channels
• Experience with distributors dealers system integrators or OEM partners preferred
• Fluent in English; local language proficiency as required
• Willingness to travel 3050% within the assigned territory

The location-

• Pune - ICC

Why should you apply:

• We offer you an interesting and challenging position in an open and friendly environment where we help each other to develop and create value for our customers.
• Exciting place to build a global network with different nationalities to mingle and to learn.
• Your work will have a true impact on Alfa Lavals future success you will be learning new things every day.

We care about diversity inclusion and equity in our recruitment processes. We also believe behavioral traits can provide important insights into a candidates fit to a role. To help us achieve this we apply Pymetrics assessments and upon application you will be invited to play the assessment games