Sales Head – Regional Process Sales

At Alfa Laval, we always go that extra mile to overcome the toughest challenges. Our driving force is to accelerate success for our customers, people, and planet. You can only achieve that 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 a truly diverse and inclusive workplace based on care and empowerment. You are here to make a difference. 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.

Purpose of job:

The Sales Head – Regional Process Sales will drive tactical execution, regional market penetration, and business optimization across India to support the overall divisional revenue goals. This key leadership role manages a 15+member multi-faceted team comprising Regional Sales Engineers, Channel Sales Managers, and dedicated Industry Managers. The incumbent is responsible for generating sustained B2B &B2C sales through direct end customer engagement and partner ecosystems. A critical focus of this role is leading aggressive customer-regain initiatives and accelerating the commercialization of new application solutions across diverse industrial segments.

As Sales Head – Regional Process Sales (Pan India) you will have following key responsibilities:

1. Team Leadership & Channel Governance

• Lead, mentor, and track the daily sales operations of a 14+member nationwide team, fostering an agile, target-driven sales environment.
• Align and optimize the partner ecosystem by driving the performance of the Channel Sales Manager to expand market reach and secondary sales velocity.
• Direct the Industry Managers to sharpen vertical-specific value propositions, identifying high-potential market niches within the process industries.

2. B2B Sales Generation & Regional Execution

• Own the direct and indirect B2B revenue targets across all Indian regions, translating corporate strategy into actionable monthly and quarterly regional sales plans.
• Drive disciplined pipeline management, technical application positioning, and commercial conversions across end-customers and channel networks.
• Ensure unified sales coverage across tier-1 and tier-2 industrial clusters in India through structured territory planning.

3. Customer Regain & Market Reclamation

• Architect and execute targeted win-back strategies to regain lost customers, analysing past churn root causes and deploying tailored remediation actions.
• Personally engage with senior leadership at lapsed accounts to rebuild institutional trust, restore commercial relationships, and win back active procurement shares.
• Monitor competitor accounts to identify displacement opportunities and proactively capture shifting market demands.

4. New Solution Commercialization

• Spearhead the market introduction, positioning, and early adoption of new application solutions and technology upgrades across process lines.
• Collaborate with the backend technical support team to equip frontline sales engineers with the necessary application knowledge and value-selling collateral.
• Identify cross-selling and up-selling opportunities within the existing active customer base for newly launched product variants and integrated packages.

5. Operational Alignment & Reporting

• Maintain an active reporting cadence with the Business Head – Energy Process Sales, providing accurate regional forecasting, market insights, and threat vectors.
• Implement structured sales tracking through CRM systems, maintaining high data fidelity for pipeline health and close-rate metrics.

Key Competencies & Attributes 

1. Execution Excellence: Strong operational focus with a proven ability to consistently convert pipeline opportunities into realized revenue.

2. Turnaround Mindset: Resilience and analytical problem-solving skills necessary to engage disgruntled or lost accounts and convert them back into active buyers.

3. Solution Selling: Adept at moving sales teams away from pure commodity pricing conversations toward high-value, integrated engineering solutions.

Who you are:

1. Education: Bachelor’s Degree in Engineering (Mechanical, Industrial, 
Electrical, or Chemical). An MBA in Sales/Marketing is a distinct advantage.
2. Experience: 12 to 15 years of solid B2B field sales experience within 
process industries (e.g., Chemicals, Pharma, Food & Beverage, Steel, Water Treatment) in India.
3. Leadership: Minimum 5+ years of direct people management experience overseeing matrixed structures (direct sales, channels, and vertical managers).
4. Core Skills: Proven expertise in establishing dual go-to-market strategies (Direct End-User Selling + Indirect Distribution Channel Architecture).

Key Working Relationships

Stakeholder: Division Heads – ED Capital & Service

Collaboration Purpose: Ensure alignment with India growth strategies.                                   

Stakeholder: Product & Application (P&A), Industry Managers, Project Manager

Collaboration Purpose: RFQ evaluation, Specification, Pricing, Quote, Project Execution etc.

Stakeholder: BU Managers & Sales Managers, Peers

Collaboration Purpose: Day-to-day interaction to deliver KPI of

Profitable growth in Process sales.

Stakeholder: Service Division

Collaboration Purpose: Drive service-driven sales as catalyst for CS growth, Promote Service Offering

Stakeholder: Factory & Global BU Teams, Product Management

Collaboration Purpose: Support productization, innovation pipeline, and global rollout programs.

Stakeholder: Customers / Strategic Accounts/ End users

Collaboration Purpose: Understand needs, co-create solutions, and run pilot implementations.

Stakeholder: HR & Legal

Collaboration Purpose: Compliance for new business models and agreements. Talent development & other HR related topics

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.

• An exciting place to build a global network with different nationalities.

• 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 behavioural 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.

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