Alfa Laval India is looking for a position of Channel Development Manager- Service – Pune. The position is responsible for channel sales of Alfa Laval products and services by managing and developing business channels with a focus on growth and efficiency.
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.
- Ownership of Chanel Partner Accounts in the cluster Alfa Laval India.
- Enhance share of Alfa Laval Service Sales with the Authorized Service Partners, more than 25 % growth YoY
- Develop Partners as being the long-term partners of AL (Authorized Integrators or Key Accounts) secured by Business Agreements
- Drive Channel Strategy in Service in collaboration with all stakeholders (local and central).
The Position / About The Job
The Channel Development Manager for Service in the Alfa Laval Service division responsible for India collaborates with various departments to ensure seamless operations and exceptional customer service. Here are some key aspects of this collaboration:
Customer Sales Support
: The Manager works closely with the Customer Sales Support team to address partners inquiries and ensure timely order booking and execution.
Field Service Operations
: Collaboration with the Field Service Operations team is crucial for addressing customer complaints and ensuring the quality of service provided.
Technical Support
: The Manager also collaborates with technical support teams to provide accurate and timely solutions to partners. This involves sharing technical details and drawings to ensure the correct fitment and suitability of parts.
Promoting Service Driven sales
: During regular review with Channel partners, the Manager focus on utilization of Channel Application PACE to understand the service touch base and opportunity generated from the visit by service engineers.
Partner Engagement
: The Manager collaborates with all Channel partners for various discussion related to competence development, performance management, stock orders, upcoming tenders (Service agents) etc to support BU Managers.
Addressing Partner Complaints
: Manager works with the capital sales and aftersales team to address partners complaints and ensure timely resolution. This collaboration is crucial for maintaining high trust level and building long-term relationships.
Key Responsibilities
- Define channel strategy for service sales supporting the best way to market strategy for the different customer segmentation, products, services, applications, and territories. Create a short- and long-term plan for channel base.
- Define roadmap for different channels based on territory and potential.
- Formulate, implement, follow-up and update channel plans.
- Formulate, update and maintain channel agreements.
- Drive channel partnership relations.
- Lead & inspire the channels.
- Develop channel metrics for performance management, effectiveness, customer acquisition and growth.
- Set cadence for periodic channel performance and strategy review.
- Manage incentive plans and distributor discount structures.
- Support sales to drive and execute data driven service channel action plans and follow up.
- Maintain a pool of potential new channels. New channel evaluation and selection.
- Intelligence to both map competitor's channels and activities and identify opportunities for Alfa Laval.
- Support new channel on-boarding process.
- Support initiatives for continuous partner improvement: tools for self-sufficiency, refresh and hands-on training, updates on new service products.
- Channel rationalization as needed.
- Support development of online channel platforms that helps reaching out to more customers on a faster and more effective way.
Key Working Relationship
Division Head (Capital and Service), Product & Application support Managers, Capital Sales and After Sales BU Manager, Service Operation, HR and Legal, Service Partners (Channels).
What You Can Be –
- B. Tech /B.E. in Mechanical/ Chemical or equivalent.
- Leadership and management skills, MBA preferred
- Should have more than 10 years of total sales experience including minimum 5 years in Channel Development Management.
- Prior exposure to pan India level profile will be preferred.
Personal Attributes
- Transformational leader by inspiring others to give their best
- Creative to come up with new business ideas
- Dare to take initiatives and calculated risks to exceed expectations and achieve business results
- Ability to have strategic thinking & create long term plans
- Data mining and analytical skills
- Strong commercial, negotiation, and communication leadership skills
- Acts with confidence and clarity
- Quickly builds fruitful networks inside and outside the organization
- Strong drive and winning mentality
- Business acumen
The location-
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 behavioral traits can provide important insights into a candidate's fit to a role. To help us achieve this we apply Pymetrics assessments, and upon application, you will be invited to play the assessment games”
