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
We are looking for a HFH Channel Sales who shall have responsibility and accountability for Channel Sales is responsible for developing, managing, and driving revenue generation of Alfa Laval products and services through an assigned portfolio of channel partners, including distributors, integrators, or a combination of both. This role drives business performance by building strong partner relationships, enabling partner success, identifying opportunities, and ensuring consistent execution of Alfa Laval’s value proposition in the marketplace.
Duties of the role:
- Have responsibility for all sales activities in the province of QC (but not limited to) for the selected group of customers and industries
- Optimize the overall sales and profitability of sanitary equipment to the integrators in the Diary, Food, Beverage, Pharma and Home & Personal Care Industry
- Serve as the primary commercial contact, ensuring partners are equipped to promote and sell Alfa Laval products and services.
- Conduct regular partner business reviews to assess performance, pipeline health, capabilities, and improvement areas.
- Ensure partners follow established sales processes, quoting standards, and guidelines.
- Identify, develop, and nurture new business opportunities within the assigned accounts.
- Support partners with value-based sales messaging, quoting strategies, and opportunity follow-up to increase hit ratios.
- Conduct joint customer visits with partners to understand end-user needs, identify applications, and highlight Alfa Laval’s value proposition.
- Promote new technologies, product launches, and strategic initiatives within partner accounts.
- Strengthening partner capabilities through technical coaching and commercial guidance.
- Ensure consistent adoption of CRM and reporting tools to maintain accurate 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 a diverse market including Pharmaceutical, Mining, Metals, Chemicals, Wastewater, Vegetable Oil, Beverages and Food Processing industries
- Maintain close business relationship with customers in the assigned territory attending all Installed Base of Alfa Laval focused products.
- Support customer demands and claims leading the interface with different groups at Alfa Laval.
- Contribute to business plans and reviews preparing and completing sales action plans aiming at maintaining the business with the current base of customers as well as developing and prospecting customers with potential for growth.
- Prospect to identify new customers and business opportunities as the local presence in the region, with a focus on building strong relationships as a trusted partner.
- Manage the lead to order process and your opportunity pipeline in CRM (Customer Relationship Management)
- Ensure that our enquiry and order fulfillment expectations from customers are met and exceeded.
- Travel frequently within your primary area is required, with occasional travel through Canada or internationally as required.
- Ensure that all activities follow the processes and check points of our Quality Business System.
EDUCATION, EXPERIENCE AND CERTIFICATION/REGISTRATION DESIRED
Education (degree or years) and/or Certification/Registration:
- Engineering degree or at least 5 years of practical experience in a technical sales role in an Industrial B2B working environment.
Type and Length of Experience:
- 5 years’ experience of technical sales and customer service work in various industrial markets.
Knowledge, Skills, Abilities and Attributes Desired in Candidate:
- Familiarity with process equipment – experience with fluid handling and heat transfer equipment would be an asset.
- You are proficient in reading drawings, technical information and data sheets.
- You have experience reviewing complex customer requirements, contract requirements and commercial terms/conditions.
- You are an effective problem solver, a self-starter, detail oriented, service-minded and are equally comfortable working independently or within a team.
- You must demonstrate excellence in verbal and written communication, can juggle multiple priorities, and are well-organized.
- You must demonstrate capacity to actively an intensively interact with regional and remote teams.
- You are proficient in the use of computers; experience with ERP (Enterprise Resource Planning) and CRM systems is a definite asset.
- Fluency in French and English languages
OTHER REQUIREMENTS (i.e., travel, motor vehicle use, etc.)
- Must live in the province of QC
- Travel 60% (primarily on customer requests in the province of QC), and occasionally across Canada.
- Must have a valid driver’s license in home province (car/passenger vehicle only), and the ability to travel by airplane.
Compensation & Total Rewards
The salary range for this role is $80,000– $115,000 CAD annually, based on experience and role alignment. Also, this role will receive a monthly auto allowance of $840 as well as a $400 fuel allowance. In addition to base compensation, we offer a comprehensive benefits package and opportunities for growth and development.
Bonus Opportunity
This position is eligible for a target bonus of up to 25% of annual base salary depending on experience, awarded based on the achievement of company performance metrics. Actual bonus amounts are contingent on annual business results and may vary accordingly.
Artificial Intelligence (AI) Disclosure
Alfa Laval does not use artificial intelligence (AI) at any stage of the recruitment or selection process for this position. All applications are screened, assessed, and reviewed exclusively by human recruiters and hiring managers.
Vacancy Disclosure
This posting reflects a new vacancy within our team.
Skills Required
- Engineering degree or at least 5 years of practical experience in technical sales within an industrial B2B environment
- At least 5 years of experience in technical sales and customer service across industrial markets
- Familiarity with process equipment, preferably fluid handling and heat transfer equipment
- Ability to read technical drawings, technical information, and data sheets
- Experience reviewing complex customer requirements, contract requirements, and commercial terms and conditions
- Experience with ERP and CRM systems
- Fluency in French and English
- Residence in the province of Quebec
- Ability to travel approximately 60%, primarily within Quebec and occasionally across Canada
- Valid driver's license in the home province and ability to travel by airplane
Alfa Laval Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Alfa Laval and has not been reviewed or approved by Alfa Laval.
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Retirement Support — 401(k) support is described as generous in U.S. postings, and the retirement plan is a notable strength alongside core coverage.
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Healthcare Strength — Medical, dental, and vision coverage are core parts of the package, and health insurance is often described positively in U.S. materials.
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Leave & Time Off Breadth — PTO and paid holidays are standard, with options like purchasing additional PTO expanding flexibility for some roles.
Alfa Laval Insights
What We Do
Pioneering positive impact! 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, elevating the quality of life across society, and driving progress towards a more sustainable world. Alfa Laval is a leading global provider of first-rate heat transfer, separation, fluid handling products separation, and fluid handling products. With these as its base, Alfa Laval aims to help enhance the productivity and competitiveness of its customers in various industries throughout the world. We define their challenges and deliver sustainable products and solutions that meet their requirements – in energy, the environment, food, and the marine industry. Alfa Laval today has customers in some 100 countries, employs more than 21,300 people, and annual sales were SEK 63.6 billion (5.5 BEUR) in 2023. The company is listed on Nasdaq Stockholm. Alfa Laval contributes to 15 of the 17 UN Sustainable Development Goals. Our solutions make a difference in daily life. You can learn more on our website about how our products work, and how they are used in industries worldwide. We welcome your engagement, comments and questions - our guidelines and moderation policy for Alfa Laval channels on social media can be found here: https://www.alfalaval.com/legal/community-guidelines/ Personal data will be handled in accordance with the Alfa Laval Privacy Policy. https://www.alfalaval.com/privacy
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