HFH Channel Sales

Alfa Laval Mid Europe GmbH; Toronto; On-site; CAD 80,000 - 115,000; Full time

Benefits offered by this job

Auto allowance

Fuel allowance

Benefits package

Job summary

Alfa Laval is seeking a HFH Channel Sales professional to drive revenue through a network of channel partners in Canada, especially QC. You will manage key accounts, promote Alfa Laval’s sanitary equipment and services, and lead joint customer engagements to uncover opportunities.

You will build strong partner relationships, ensure adherence to sales processes, and provide guidance on value-based messaging.

Qualifications

• Engineering degree or 5+ years in technical sales in an industrial B2B environment.
• Strong ability to read drawings and interpret technical data.
• Fluent in French and English; able to travel within QC/Canada.

Responsibilities

• Develop, manage, and drive revenue through channel partners (distributors/integrators) in QC and beyond.
• Strengthen partner relationships and ensure successful execution of Alfa Laval value proposition.
• Drive sales activities and profitability of sanitary equipment with integrators in dairy, food, beverage, pharma and H&PC sectors.
• Lead joint customer visits with partners to identify applications and opportunities.
• Maintain CRM pipelines, forecasts, and partner performance metrics.

Skills

French-English fluency

Reading drawings

CRM proficiency

ERP experience

Partner relationship management

Education

Engineering degree

Tools

CRM systems

ERP systems

Job description

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

Duties and Responsibilities

• We are looking for a HFH Channel Sales who shall have responsibility and accountability for Channel Sales is responsible for developing, managing, and driving revenue generation of Alfa Laval products and services through an assigned portfolio of channel partners, including distributors, integrators, or a combination of both.
• This role drives business performance by building strong partner relationships, enabling partner success, identifying opportunities, and ensuring consistent execution of Alfa Laval’s value proposition in the marketplace.
• Duties of the role: Have responsibility for all sales activities in the province of QC (but not limited to) for the selected group of customers and industries
• Optimize the overall sales and profitability of sanitary equipment to the integrators in the Diary, Food, Beverage, Pharma and Home & Personal Care Industry
• Serve as the primary commercial contact, ensuring partners are equipped to promote and sell Alfa Laval products and services.
• Conduct regular partner business reviews to assess performance, pipeline health, capabilities, and improvement areas.
• Ensure partners follow established sales processes, quoting standards, and guidelines.
• Identify, develop, and nurture new business opportunities within the assigned accounts.
• Support partners with value-based sales messaging, quoting strategies, and opportunity follow-up to increase hit ratios.
• Conduct joint customer visits with partners to understand end-user needs, identify applications, and highlight Alfa Laval’s value proposition.
• Promote new technologies, product launches, and strategic initiatives within partner accounts.
• Strengthening partner capabilities through technical coaching and commercial guidance.
• Ensure consistent adoption of CRM and reporting tools to maintain accurate visibility into partner activities.
• Develop and execute partner-specific sales plans aligned with regional and business unit strategies.
• Monitor and analyze partner performance, marketplace trends, competitiveness, and customer buying behaviors.
• Improve channel productivity by identifying growth drivers and helping partners prioritize Alfa Laval solutions.
• Maintain accurate partner pipelines, forecasts, and opportunity data within CRM.
• Ensure performance metrics, scorecards, and distributor/integrator reporting requirements are completed accurately and on time.
• Provide feedback to Marketing and Product Management based on partner insights, market trends, and customer feedback.
• Follow established sales processes and guidelines to promote and sell Alfa Laval Products (Pumps, Valves, Heat Exchangers, Tank cleaning) with a focus in food & pharma markets within Canada.
• Ensure profitable business growth in a diverse market including Pharmaceutical, Mining, Metals, Chemicals, Wastewater, Vegetable Oil, Beverages and Food Processing industries
• Maintain close business relationship with customers in the assigned territory attending all Installed Base of Alfa Laval focused products.
• Support customer demands and claims leading the interface with different groups at Alfa Laval.
• Contribute to business plans and reviews preparing and completing sales action plans aiming at maintaining the business with the current base of customers as well as developing and prospecting customers with potential for growth.
• Prospect to identify new customers and business opportunities as the local presence in the region, with a focus on building strong relationships as a trusted partner.
• Manage the lead to order process and your opportunity pipeline in CRM (Customer Relationship Management)
• Ensure that our enquiry and order fulfillment expectations from customers are met and exceeded.
• Travel frequently within your primary area is required, with occasional travel through Canada or internationally as required.
• Ensure that all activities follow the processes and check points of our Quality Business System.

Education, Experience and Certification/Registration Desired

• Education (degree or years) and/or Certification/Registration: Engineering degree or at least 5 years of practical experience in a technical sales role in an Industrial B2B working environment.
• Type and Length of Experience: 5 years’ experience of technical sales and customer service work in various industrial markets.

Knowledge, Skills, Abilities and Attributes Desired in Candidate

• Familiarity with process equipment – experience with fluid handling and heat transfer equipment would be an asset.
• You are proficient in reading drawings, technical information and data sheets.
• You have experience reviewing complex customer requirements, contract requirements and commercial terms/conditions.
• You are an effective problem solver, a self-starter, detail oriented, service-minded and are equally comfortable working independently or within a team.
• You must demonstrate excellence in verbal and written communication, can juggle multiple priorities, and are well-organized.
• You must demonstrate capacity to actively an intensively interact with regional and remote teams.
• You are proficient in the use of computers; experience with ERP (Enterprise Resource Planning) and CRM systems is a definite asset.
• Fluency in French and English languages

Other Requirements

• Must live in the province of QC
• Travel 60% (primarily on customer requests in the province of QC), and occasionally across Canada.
• Must have a valid driver’s license in home province (car/passenger vehicle only), and the ability to travel by airplane.

Compensation & Total Rewards

• The salary range for this role is $80,000– $115,000 CAD annually, based on experience and role alignment.
• Also, this role will receive a monthly auto allowance of $840 as well as a $400 fuel allowance.
• In addition to base compensation, we offer a comprehensive benefits package and opportunities for growth and development.

Bonus Opportunity

• This position is eligible for a target bonus of up to 25% of annual base salary depending on experience, awarded based on the achievement of company performance metrics. Actual bonus amounts are contingent on annual business results and may vary accordingly.

Alfa Laval does not use artificial intelligence (AI) at any stage of the recruitment or selection process for this position. All applications are screened, assessed, and reviewed exclusively by human recruiters and hiring managers.

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