Channel/Partners Sales Engineer for Middle East and Africa (Food and Water Division) at Alfa Laval

 About Alfa Laval

Alfa Laval is a leading global provider of specialized products and engineering solutions based on its key technologies of heat transfer, separation and fluid handling. The company’s equipment, systems and services are dedicated to assisting customers in optimizing the performance of their processes. The solutions help them to heat, cool, separate and transport products in industries that produce food and beverages, chemicals and petrochemicals, pharmaceuticals, starch, sugar and ethanol. Alfa Laval’s products are also used in power plants, aboard ships, in the mechanical engineering industry, in the mining industry and for wastewater treatment, as well as for comfort climate and refrigeration applications. Alfa Laval’s worldwide organization works closely with customers in nearly 100 countries to help them stay ahead in the global arena. Alfa Laval is listed on Nasdaq OMX. The company has about 18 000 employees. We are a totally new company, founded in 1883.

The Chanel Sales Engineer is responsible for managing and developing sales of Alfa Laval products and services by developing business channels (including distributors, agents, integrators, system builders ) in the region.


Who You Are

 


A person with Impactful and influential communications skills who can influence partners at a distance and without direct reporting lines, strong relational skills to get others to collaborate and work as a team

You can Identify growth opportunities in existing network of partners and new partners.

Demonstrating Data Driven Sales through following up partner’s action plans closely, evaluating the market data. Constantly gathering information and working hand in hand with business partners and the sales organization to exceed customer expectations

Good at strategic thinking, business planning and business management.

 

Able to evaluate partner’s market coverage (e.g. online presence) in relevant market.

 


Able to influence internal stakeholders in matrix organization to grant relevant support to partners to achieve mutual sales targets.

 

About The Job


The role is responsible for directing distributors sales activities for channel business in Middle East and Africa and ensuring the company’s sales grow year on year, in accordance with the assigned targets and local sales company/divisional strategy and targets

Job Description


Analyse and review the platform of business partners and the market to understand performance and potential white spots

Leads activities to attract new potential business partners. Utilize Scouting techniques for finding new business partners

Secure the qualification process for new partners is in place

Present the new potential business partner candidates for management alignment & approval

Responsible for induction of new business partners

Formulate, implement and update the sales plan for assigned products and services together with the BU teams

Ensure partners agreements are updated as required.

Identify key factors to grow the sales at each partners and to motive the partners to prioritize Alfa Laval product sales.

Be active in the market and focus on making visits (physically or virtually), and secure training certification for partners and make sure they have the right and relevant tools to achieve sales targets.

Use the CRM for Partner, as well as other tools in a consistent and qualitative way, to support the sales process and take decisions

Provides oversight to the collection and reporting of channel management statistics, ensures efficient processes are in place to be easy to do business with.

Responsible to ensure safety, business principles and governance are adhered to within area of responsibility

Qualification & Experience


Bachelor’s degree from any Engineering.

Minimum 5 -7 years sales experience working with Channel Sales (Distributor, Agent , Integrator, system builder) with a demonstrated track record of business development and achievement

Proven ability to identify industry related partners, develop and initiate strategies for revenue and distributors count growth

Strong commercial thinking with good market knowledge

Strong sales-oriented personality with excellent communication and interpersonal skills

Experience in working with a matrix organization is a plus


Method of Application

Interested and qualified? Go to Alfa Laval on career.alfalaval.com to apply

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