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 Laval’s 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 planet’s most urgent problems.

Making the world a better place. Every day.

Please feel free to peruse our website www.alfalaval.com

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 lifecycle—from scouting and onboarding to enablement, performance management, and long-term business development—ensuring channels are self-sufficient, motivated, and aligned with Alfa Laval’s 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:

A. Channel Strategy & Planning

• 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.

B. Partner Relationship Management

• 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.

C. Market & Data Analysis

• Analyse market insights, buying behaviour, and partner route-to-market.
• Build and maintain dashboards and reports in Excel and Power BI, tracking sell-in vs. sell-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.

D. Channel Expansion & Onboarding

• 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.

E. Enablement, Training & Support

• 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.

F. Digital & E-Commerce Enablement

• 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.

G. Marketing & Demand Generation

• 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.

H. Voice of the Channel

• 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.

I. Cross-Business Unit Collaboration

• 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.

J. Systems, Processes & Governance

• 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.

3. Required Skills & Competencies

Technical / Functional

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

Behavioural Competencies

• 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

4. Qualifications & Experience

• Bachelor’s 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 30–50% 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 Laval’s 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 candidate's 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”