Channel Management

Alfa Laval Mid Europe GmbH

Monza

On-site

EUR 34,000 - 42,000

Full time

2 days ago

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Job summary

Alfa Laval Mid Europe GmbH in Italy is seeking a Partner & Channel Development Manager for the Energy Division. You will define and optimize the partner ecosystem, enabling direct and indirect channels to cover strategic markets and segments.

You will lead multi-channel strategies, assess and onboard partners, and drive performance reviews and capability development across a high-growth network. English proficiency is required, and experience in energy technologies is preferred.

Qualifications

Degree in Mechanical, Energy or Chemical Engineering, or in Economics.
At least 5-6 years of previous experience in Sales.
Knowledge of heat exchangers, pumps, centrifuges, decanters, separators, HVAC systems and district heating would be an advantage.
Strong problem-solving skills.
Ability to work effectively in a team.
Good level of English.

Responsibilities

Define and implement the Energy Division's partner development strategy and multichannel coverage models.
Map markets, evaluate potential partners, and negotiate distribution agreements.
Define KPIs, targets and development plans; conduct regular business reviews with partners.
Monitor market developments relevant to partners and provide strategic recommendations.
Support partner training and certification programs.

Skills

Sales experience

Problem-solving

Teamwork

English proficiency

Education

Mechanical Engineering

Energy Engineering

Chemical Engineering

Economics

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. The Partner & Channel Development Manager is responsible for defining, developing, governing and continuously optimizing the Energy Division's partner ecosystem, ensuring effective coverage of strategic markets, applications and segments. The role is responsible for developing, over the long term, a high-performing network of agents, distributors and strategic commercial partners capable of supporting sustainable and profitable growth for the Division. The position combines strategic planning, business development, market intelligence and partner management activities. Operational sales execution and commercial opportunity management remain the responsibility of the local sales organizations. The position will be part of the Energy Division Management Team.

Mission To build, develop and manage an excellent commercial network that ensures optimal market coverage through direct and indirect channels, securing the Energy Division's presence in the segments, applications and territories with the highest growth potential.

Main Responsibilities

Partner Strategy and Development of the Agent and Distributor Network

Define and implement the Energy Division's partner development strategy. Continuously analyze the effectiveness of the existing network. Identify geographical, application and market gaps. Define multichannel coverage models for the different product families. Ensure alignment between the channel strategy and the Division's growth objectives.

Partner Research, Assessment and Selection

Map markets and identify potential new partners. Evaluate partners, distributors and agents based on commercial, technical, financial and organizational criteria. Conduct structured scouting and qualification processes. Negotiate collaboration and distribution agreements. Manage the onboarding process for new partners. Ensure that partners are aligned with the company's culture, values and objectives.

Partner Performance Management and Development

Define KPIs, targets and annual development plans. Conduct regular business reviews. Monitor commercial performance and opportunity development. Identify areas for improvement and define corrective action plans. Support the development of partners' commercial and technical capabilities. Promote training and certification programs.

Market Intelligence and Business Development

Monitor market and technology developments relevant to partners. Analyze competitors, trends and new opportunities related to partners. Support the Management Team in defining partner-related strategies. Provide strategic recommendations based on market analysis.

Qualifications and Skills

Education Preferably:

Degree in Mechanical, Energy or Chemical Engineering, or in Economics. At least 5-6 years of previous experience in Sales. Previous knowledge of heat exchangers, pumps, centrifuges, decanters, separators, HVAC systems and district heating would be an advantage. Strong problem-solving skills. Ability to work effectively in a team. Good level of English.

At Alfa Laval, we carefully consider a wide range of compensation factors to determine your total compensation package. We rely on market indicators to determine compensation and consider your specific job family, background, skills, and experience to get it right. These considerations can cause your compensation to vary and will also be dependent on your location. The starting base salary for this role is 38.000€, CCNL METALWORKING.

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