HFH Channel Sales

Logistics, Sales & Operations · Sales & Business Development · Enterprise Sales · Sales Management

In short

This full-time Channel Sales role in Scarborough, Canada, is responsible for driving revenue through channel partners, including distributors and integrators, primarily in the food and pharmaceutical industries. The position requires a strong understanding of technical sales, relationship management, and market analysis, with a focus on the Quebec region.

Responsibilities

Develop, manage, and drive revenue generation through assigned channel partners (distributors, integrators).
Optimize sales and profitability of sanitary equipment for integrators in the Diary, Food, Beverage, Pharma and Home & Personal Care Industry.
Serve as the primary commercial contact, ensuring partners can promote and sell Alfa Laval products and services.
Conduct regular partner business reviews to assess performance, pipeline health, and identify improvement areas.
Ensure partners adhere to sales processes, quoting standards, and guidelines.
Identify, develop, and nurture new business opportunities within assigned accounts.
Support partners with value-based sales messaging, quoting strategies, and opportunity follow-up.
Conduct joint customer visits with partners to understand end-user needs and applications.
Promote new technologies, product launches, and strategic initiatives within partner accounts.
Strengthen partner capabilities through technical coaching and commercial guidance.
Ensure consistent adoption of CRM and reporting tools for visibility into partner activities.
Develop and execute partner-specific sales plans aligned with regional and business unit strategies.
Monitor and analyze partner performance, marketplace trends, competitiveness, and customer buying behaviors.
Improve channel productivity by identifying growth drivers and helping partners prioritize Alfa Laval solutions.
Maintain accurate partner pipelines, forecasts, and opportunity data within CRM.
Ensure performance metrics, scorecards, and distributor/integrator reporting requirements are completed accurately and on time.
Provide feedback to Marketing and Product Management based on partner insights, market trends, and customer feedback.
Follow established sales processes and guidelines to promote and sell Alfa Laval Products (Pumps, Valves, Heat Exchangers, Tank cleaning) with a focus in food & pharma markets within Canada.
Ensure profitable business growth in diverse markets including Pharmaceutical, Mining, Metals, Chemicals, Wastewater, Vegetable Oil, Beverages and Food Processing industries.
Maintain close business relationships with customers in the assigned territory, attending to installed base of Alfa Laval focused products.
Support customer demands and claims, interfacing with various Alfa Laval groups.
Contribute to business plans and reviews by preparing and completing sales action plans.
Prospect to identify new customers and business opportunities as a local presence in the region, building strong relationships.
Manage the lead to order process and opportunity pipeline in CRM.
Ensure that customer enquiry and order fulfillment expectations are met and exceeded.
Travel frequently within the primary area, with occasional travel across Canada or internationally.
Ensure all activities follow the processes and check points of the Quality Business System.

Requirements

Engineering degree or at least 5 years of practical experience in a technical sales role in an Industrial B2B working environment.
5 years' experience of technical sales and customer service work in various industrial markets.
Proficiency in reading drawings, technical information, and data sheets.
Experience reviewing complex customer requirements, contract requirements, and commercial terms/conditions.
Proficiency in the use of computers.
Fluency in French and English languages.
Must live in the province of QC.
Must have a valid driver’s license in home province and the ability to travel by airplane.

Desired Qualifications

Familiarity with process equipment – experience with fluid handling and heat transfer equipment would be an asset.
Experience with ERP and CRM systems is a definite asset.
An effective problem solver, a self-starter, detail oriented, service-minded, comfortable working independently or within a team.
Excellence in verbal and written communication.
Capacity to juggle multiple priorities and be well-organized.
Capacity to actively and intensively interact with regional and remote teams.

Benefits

Monthly auto allowance of $840.
$400 fuel allowance.
Comprehensive benefits package.
Opportunities for growth and development.

Skills

SalesCRMERPFluid HandlingHeat Transfer

#sales#channel sales#B2B#industrial equipment#Quebec#Canada

About Alfa Laval

Our pioneering 140-year-old start-up culture is built on the idea that partnership is the key to solving complex problems and unlocking the full potential of resources. So we collaborate closely with our partners, customers, and thought leaders to create game-changing solutions that challenge conventional thinking on quality, efficiency, and innovation. United by a shared commitment to creating positive impact we’re reshaping vital industries, like energy, food, water, and shipping, to optimize efficiency, reduce emissions, and increase yields. Together, we’re building business success,…

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