Channel marketing & Systems Engineer

alfalaval; Pune District; On-site; INR 600,000 - 900,000; Full time

Job summary

Alfa Laval India is seeking a Channel Marketing and System Engineer in Pune to drive the growth of indirect sales channels and ensure excellent customer service across partner networks. The role collaborates with multiple departments to build channel strategy, onboarding of partners, enablement programs, and digital sales initiatives, while tracking performance via dashboards in Excel and Power BI.

Strong analytical skills and data-driven mindset are valued to translate channel insights into

Responsibilities

• Lead/Own the channel plan development and execution, with accountability for channel segmentation and tier benefits.
• Negotiate, update, and implement channel contracts and agreements; manage escalations and conflicts.
• Analyze market insights and partner performance; build dashboards and reports in Excel and Power BI to monitor sell-in/sell-out.
• Onboard channel partners end-to-end (contracting, system setup, training, first order) and expand to new channels.
• Coordinate training plans for channels (commercial, technical, systems) and provide product guidance.

Job description

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.

Purpose of the Job

The position will contribute to the transformational journey of a modern data driven and customer centric organization.

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-