Area Sales Engineer - South (Energy Division - Distribution Management)

Alfa Laval; Bengaluru; On-site; INR 3,000,000 - 6,000,000; Full time

Job summary

Alfa Laval in Bengaluru is seeking a Business Manager for South India & Sri Lanka to identify business opportunities and close direct/indirect sales of Alfa Laval products within a defined territory. You will manage distributors and key accounts, drive growth, and coordinate with internal units to align market strategies.

The candidate should have 6–8 years of experience in distribution management, technical sales, and KAM, with strong communication and collaboration skills.

Qualifications

• Engineer in Mechanical/Chemical/Electrical is a must.
• MBA is preferred.
• Minimum 6-8 years of experience in related industry including Distribution management, Technical Sales, B2B, KAM.
• Strong communication skills.
• Strong collaboration skills, and the ability to work effectively with a diverse terrain.
• Classified by Alfa Laval as: Business.

Responsibilities

• Follow established sales processes and guidelines to promote and sell Alfa Laval Product and services.
• Analyse and understand market insights and the customers buying behavior and make sales plans according to the business division strategy and targets.
• Key Account Management
• Developing, appointing partners based on potential of territory, managing them to ensure growth, participating or organizing events/ exhibitions along with partners.
• Market mapping of each territory where partners are appointed, managing two ways to market- Direct & Indirect business.
• Look for and manage leads from the market and customers and convert them in real business opportunities in order to ensure the pipeline.
• Be active in the market and focus on making visits, meetings and interactions to customers, focusing on customer needs understanding and highlighting the value of our products and services
• Runs the commercial operation by managing the customer grid and proactive planning in our tools. Build and maintain a sufficient network at customers
• Develop highly profitable quotes reflecting the customer needs stressing the unique selling points and follow up, and to get a hit-rate
• Use the CRM tool and other tools in a consistent and qualitative way, to support the sales process and take decisions.
• Work proactively and structured way with the sales in order to optimize the sales efficiency
• Conduct Market and Customer analysis and mapping to define business potential and opportunities
• Develop, implement, follow up local sales activities for/with relevant key account(s), Partners or markets to meet growth targets and goals
• Plan and execute a systematic follow-up on all relevant steps in the KAM sales process to ensure that we capture all possible business
• Proactively connect and coordinate internally with Business Units, other sales managers, to secure aligned customer and or market strategies
• Team / People oriented, thriving in multicultural environment

Skills

KAM handling

Technical sales

Strong communication

Distributor management

Education

Engineering degree (Mechanical/Chemical/Electrical)

MBA preferred

Job description

About the Company:

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 allow our customers to be better themselves. You will find our work in leading applications for water purification, clean energy, food production, 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 can all 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.

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

The position / About the job:

Key Responsibilities in this role:

• Follow established sales processes and guidelines to promote and sell Alfa Laval Product and services.
• Analyse and understand market insights and the customers buying behavior and make sales plans according to the business division strategy and targets.
• Key Account Management
• Developing, appointing partners based on potential of territory, managing them to ensure growth, participating or organizing events/ exhibitions along with partners.
• Market mapping of each territory where partners are appointed, managing two ways to market- Direct & Indirect business.
• Look for and manage leads from the market and customers and convert them in real business opportunities in order to ensure the pipeline.
• Be active in the market and focus on making visits, meetings and interactions to customers, focusing on customer needs understanding and highlighting the value of our products and services
• Runs the commercial operation by managing the customer grid and proactive planning in our tools. Build and maintain a sufficient network at customers
• Develop highly profitable quotes reflecting the customer needs stressing the unique selling points and follow up, and to get a hit-rate
• Use the CRM tool and other tools in a consistent and qualitative way, to support the sales process and take decisions.
• Work proactively and structured way with the sales in order to optimize the sales efficiency
• Conduct Market and Customer analysis and mapping to define business potential and opportunities
• Develop, implement, follow up local sales activities for/with relevant key account(s), Partners or markets to meet growth targets and goals
• Plan and execute a systematic follow-up on all relevant steps in the KAM sales process to ensure that we capture all possible business
• Proactively connect and coordinate internally with Business Units, other sales managers, to secure aligned customer and or market strategies
• Team / People oriented, thriving in multicultural environment

Who you are?

As a Business Manager for South & Sri Lanka in our India Sales team of Energy division, you would be responsible for identifying business opportunities within the market and concluding direct/ indirect sales of Alfa Laval products and services within a defined area of South India & Sri Lanka responsibility (e.g. Key Accounts and Distributor business for the industries like Light manufacturing, HVAC, Refrigeration etc.) This position is about demonstrating a higher level of competence, able to act independently and take on additional responsibilities. Your strong business acumen and strategic approach will guide the organization to reach to the next level and deliver excellent customer experience and timely delivery. You are self-oriented and value driven person with high level of integrity. Your strong and courageous mindset is a key.

What you can be?

• Engineer in Mechanical/Chemical/Electrical is a must. MBA is preferred
• Minimum 6-8 years of experience in related industry which includes Distribution management, Technical Sales, B2B, KAM handling.
• Strong communication skills (both written and oral)
• Strong collaboration skills, and the ability to work effectively with a diverse terrain
• Classified by Alfa Laval as: Business

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.
• In this role you will be reporting to Business Head- Equipment.

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.

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