Distribution Development Manager

In Alfa Laval we are every single day contributing to a more sustainable future for our planet through engineering innovation. Our global team designs and implements the refining recycling and purifying process that allows our customers to be better themselves. You will find our work in leading applications for Ethanol Distillery Starch Industrial Fermentation Water Clean Energy Food Processing Waste processing Pharmaceutical development and much more. The people of Alfa Laval enjoy the freedom to pursue ideas and the resources to see those ideas to become reality in an environment that welcomes drive courage and diversity. The result is a company where we all can be very proud of what we do.

Our core competencies are in the areas of heat transfer separation and fluid handling. We are dedicated to optimizing the performance of our customers processes. our world-class technologies our systems equipment and services must create solutions that help our customers stay ahead.

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Purpose of the Job

Responsible for channel sales of Alfa Laval products and services by managing and developing business channels with focus on growth and efficiency. The position will contribute to the transformational journey of a modern data driven and customer centric organization.

• Ownership of Chanel Partner Accounts in the cluster Alfa Laval India.
• Enhance share of Alfa Laval product Sales with the Authorised Partners more than 25 % growth YoY
• Develop Partners as being the long-term partners of AL (Authorised Integrators or Key

Accounts) secured by Business Agreements

• Drive Channel Strategy in collaboration with all stakeholders (local and central)

Key Authorities

• Taking decisions on channel development and commercial aspects for the given BU in line with company guidelines and in collaboration with BU Managers.
• Business deals/contracts/agreements finalization and signing within assigned authority in line with company guidelines.

BRIEF DESCRIPTION OF POSITION (outline job duties and responsibilities):

• Define channel strategy for sales supporting the best way to market strategy for the different customer segmentation products services applications and territories. Create a short- and long-term plan for channel base.
• Define roadmap for different channels based on territory and potential.
• Formulate implement follow-up and update channel plans.
• Formulate update and maintain channel agreements.
• Drive channel partnership relations.
• Lead & inspire the channels.
• Develop channel metrics for performance management effectiveness customer acquisition and growth.
• Set cadence for periodic channel performance and strategy review.
• Manage incentive plans and distributor discount structures.
• Support sales to drive and execute data driven channel action plans and follow up.
• Maintain a pool of potential new channels. New channel evaluation and selection.
• Intelligence to both map competitors channels and activities and identify opportunities for Alfa Laval.
• Support new channel on-boarding process.
• Support initiatives for continuous partner improvement: tools for self-sufficiency refresh and hands-on training updates on new service products.
• Channel rationalization as needed.
• Support development of online channel platforms that helps reaching out to more customers on a faster and more effective way.

KEY PERFORMANCE MEASURES

• Channel sales growth
• Channel sales growth within Intangible Services
• Distributor discounts
• Channel new customer sales & market penetration rate
• Channel market share
• Electronic orders conversion
• Implementation of Partner Application

KEY COMPETENCIES NEEDED

• Transformational leader by inspiring others to give their best
• Creative to come up with new business ideas
• Dare to take initiatives and calculated risks to exceed expectations and achieve business results
• Ability to have strategic thinking & create long term plans
• Data mining and analytical skills
• Strong commercial negotiation and communication leadership skills
• Acts with confidence and clarity
• Quickly builds fruitful networks inside and outside the organization
• Strong drive and winning mentality
• Business acumen

EDUCATION EXPERIENCE AND CERTIFICATION/REGISTRATION DESIRED

• /B.E in Mechanical/ Chemical or equivalent.
• Leadership and management skills MBA preferred
• 8 - 12 years of total sales experience including minimum 5 years in Channel Development Management.
• Prior exposure to pan India level profile will be preferred.

• 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.

• 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 behavioural 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.

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