The Job

Channel marketing & Systems Engineer

Technology, Data & Digital · Software & Web Development · Software Engineering · Business Analysis · Product Management

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In short

Alfa Laval India seeks a Channel Marketing and Systems Engineer in Pune to manage and grow indirect sales channels for the Service division. This role involves developing channel strategies, managing partner relationships, providing technical and commercial support, and driving digital adoption to achieve growth ambitions.

Responsibilities

  • Lead and support the creation and ownership of the Channel Plan.
  • Manage Channel Segmentation and Channel Tier assignment.
  • Conduct Business Planning Process jointly with channels and follow up on results.
  • Define and track channel KPIs (revenue, growth %, funnel conversion, stock turns, service levels).
  • Support annual budgeting, forecasting, and target-setting per partner.
  • Serve as the single point of ownership for channel relationships.
  • Update, negotiate, and implement contracts and agreements with channels.
  • Identify growth levers at each channel and motivate partners.
  • Conduct Quarterly Business Reviews and joint action planning.
  • Manage escalations and channel-conflict prevention.
  • Analyze market insights, buying behaviour, and partner route-to-market.
  • Build and maintain dashboards and reports in Excel and Power BI.
  • Perform pricing, margin, and discount-structure analysis.
  • Monitor competitor channel activity and market share.
  • Translate data into actionable growth recommendations.
  • 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.
  • Maintain a channel coverage map to identify gaps and overlaps.
  • Manage partner rationalisation and offboarding.
  • 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.
  • Develop sales toolkits.
  • Act as technical/commercial escalation point on key end-customer opportunities.
  • 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.
  • 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.
  • Coordinate with marketing on lead generation, lead routing, and lead follow-up.
  • Systematically capture partner and end-customer feedback.
  • Channel structured insights back to Product Management, Marketing, and Supply Chain.
  • Represent partner and market needs in internal forums.
  • Run partner satisfaction surveys and drive improvement actions.
  • Coordinate with other Alfa Laval divisions and business units where partners carry multiple portfolios.
  • Align commercial terms, tiering, and engagement models.
  • Identify and pursue cross-selling and bundling opportunities across divisions.
  • Share best practices and partner intelligence across regions and business units.
  • Develop, manage, and improve channel systems (CRM, partner portal, e-commerce).
  • 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.

Requirements

  • Advanced Excel (pivot tables, lookups, Power Query, modelling, dashboards)
  • Understanding of supply chain flows, order-to-cash, and business process logic
  • B2B channel marketing, campaigns, events, digital demand generation
  • Partner portals, online ordering, digital adoption
  • Mechanical/thermal/process equipment knowledge
  • Commercial acumen, negotiation, value selling, pricing, contract management
  • CRM, ERP, partner portals experience
  • 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

Desired Qualifications

  • 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

Benefits

  • Interesting and challenging position in an open and friendly environment
  • Opportunity to help each other to develop and create value for customers
  • Exciting place to build a global network with different nationalities
  • Work will have a true impact on Alfa Laval’s future success
  • Opportunity to learn new things every day
#channel marketing#systems engineer#sales#B2B#industrial equipment
Alfa Laval Logo

Company

Alfa Laval

Job Posted

1 month ago

Employment Type

Full Time

WorkMode

On Site

Experience Level

Mid-Senior

Locations

Pune, India

Qualification

Bachelor

Applicants

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