Channel Sales Engineer - Food & Water

About the role

Alfa Laval is looking for a Channel Sales Engineer to support the growth of its indirect sales business within the Food & Water Division, based in Panama City. This customer-facing role works closely with distributors, integrators and channel partners to strengthen commercial relationships, identify new opportunities and support sustainable sales growth across the region. You will collaborate with Sales, Marketing, Customer Support and Application teams and help partners improve their technical and commercial capabilities.

Key responsibilities

• Create, manage and own the Channel Plan for the assigned territory
• Manage channel segmentation, define channel tiers and deliver benefits according to partner classification
• Run the business planning process with channel partners and follow up on activities and results
• Own the relationship with channel partners and facilitate their interaction with other parts of the organization
• Conduct customer visits, meetings and technical-commercial interactions with partners
• Support the development of commercial proposals and value-based solutions
• Coordinate commercial and marketing activities to increase channel engagement
• Analyze market insights, end-customer buying behavior and go-to-market strategies
• Define and coordinate competence development plans for channel partners
• Maintain CRM and sales tools accurately and ensure channel self-sufficiency in product and application knowledge and order handling
• Monitor KPIs and OKRs and ensure lead management standards are followed through channels

Required profile

• Degree in Industrial, Mechanical or Chemical Engineering or a related field
• 3-5 years of experience in technical sales, channel sales, indirect sales or distributor management
• Industrial or B2B experience highly valued; previous channel management or indirect sales exposure a plus
• Experience with commercial KPIs, pipelines and sales planning tools
• Intermediate English and availability to travel internationally