Channel Management

Every day, we get opportunities to make a positive impact – on our colleagues, partners, customers and society. Together, we’re pioneering the solutions of the future and unlocking the full potential of precious resources. Trusted to act on initiative, we challenge conventional thinking to develop world-leading technologies that inspire progress in vital areas, including energy, food, water and shipping.

As we push forward, the innovative, open spirit that fuels our 140-year-old start-up culture and rapid growth also drives our personal growth. So, as we shape a more resourceful, less wasteful world, we build our careers too.

The Partner & Channel Development Manager is responsible for defining, developing, governing and continuously optimizing the Energy Division’s partner ecosystem, ensuring effective coverage of strategic markets, applications and segments.

The role is responsible for developing, over the long term, a high-performing network of agents, distributors and strategic commercial partners capable of supporting sustainable and profitable growth for the Division.

The position combines strategic planning, business development, market intelligence and partner management activities. Operational sales execution and commercial opportunity management remain the responsibility of the local sales organizations.

The position will be part of the Energy Division Management Team.

Mission

To build, develop and manage an excellent commercial network that ensures optimal market coverage through direct and indirect channels, securing the Energy Division’s presence in the segments, applications and territories with the highest growth potential.

Main Responsibilities

Partner Strategy and Development of the Agent and Distributor Network

• Define and implement the Energy Division’s partner development strategy.
• Continuously analyze the effectiveness of the existing network.
• Identify geographical, application and market gaps.
• Define multichannel coverage models for the different product families.
• Ensure alignment between the channel strategy and the Division’s growth objectives.

Partner Research, Assessment and Selection

• Map markets and identify potential new partners.
• Evaluate partners, distributors and agents based on commercial, technical, financial and organizational criteria.
• Conduct structured scouting and qualification processes.
• Negotiate collaboration and distribution agreements.
• Manage the onboarding process for new partners.
• Ensure that partners are aligned with the company’s culture, values and objectives.

Partner Performance Management and Development

• Define KPIs, targets and annual development plans.
• Conduct regular business reviews.
• Monitor commercial performance and opportunity development.
• Identify areas for improvement and define corrective action plans.
• Support the development of partners’ commercial and technical capabilities.
• Promote training and certification programs.

Market Intelligence and Business Development

• Monitor market and technology developments relevant to partners.
• Analyze competitors, trends and new opportunities related to partners.
• Support the Management Team in defining partner-related strategies.
• Provide strategic recommendations based on market analysis.

Qualifications and Skills

Education

Preferably:

• Degree in Mechanical, Energy or Chemical Engineering, or in Economics.
• At least 5–6 years of previous experience in Sales.
• Previous knowledge of heat exchangers, pumps, centrifuges, decanters, separators, HVAC systems and district heating would be an advantage.
• Strong problem-solving skills.
• Ability to work effectively in a team.
• Good level of English.

At Alfa Laval, we carefully consider a wide range of compensation factors to determine your total compensation package. We rely on market indicators to determine compensation and consider your specific job family, background, skills, and experience to get it right. These considerations can cause your compensation to vary and will also be dependent on your location. The starting base salary for this role is 38.000€, CCNL METALWORKING.