Channel marketing & Systems Engineer

Alfa Laval Mid Europe GmbH; Pune District; On-site; INR 900,000 - 1,400,000; Full time

Job summary

Alfa Laval India is seeking a Channel Marketing and System Engineer – Service – Pune to manage and grow indirect sales channels. The role covers end-to-end partner lifecycle, onboarding, enablement, performance management, and long-term development aligned with Alfa Laval’s growth ambitions.

The position emphasizes channel strategy, relationship management, data analysis using Excel and Power BI, and collaboration across departments to ensure seamless operations and excellent customer service in

Qualifications

• Bachelor’s degree in Mechanical, Chemical, or Industrial Engineering.
• MBA in Sales/Marketing is an advantage.
• Experience in channel/distributor sales or business development in industrial B2B environment.

Responsibilities

• Lead and own the Channel Plan, set KPIs, and support budgeting and forecasting.
• Manage channel relationships, contracts, and joint action planning.
• Build dashboards and reports tracking partner performance and market insights.
• Scout new channels and onboard partners end-to-end (contracting, training, first order).
• Develop sales toolkits and provide technical/commercial escalation for key opportunities.

Skills

Excel & Data Analysis

Power BI

CRM

ERP

Technical sales

Negotiation

Communication

Education

Bachelor’s degree in Mechanical/ Chemical/ Industrial Engineering

MBA in Sales/Marketing (advantage)

Tools

Excel

Power BI

CRM

ERP

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. 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 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.

Required Skills & Competencies

• 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

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

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 behavioural traits can provide important insights into a candidate's fit to a role.

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. Meet our dedicated people who always go the extra mile.