Channel Manager

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.

The Channel Manager - Service Sales is a new role within the Service Division of Alfa Laval Oceania and is pivotal for accelerating parts & services revenue by developing, expanding, and optimising a high-performance channel ecosystem. You will define and execute the go-to-market strategy for selling spare parts, upgrades, and value-added services through strategic alliances, distributors and indirect sales partners.

This role is not about radical reinvention — it’s about unlocking value from what already exists, closing performance gaps, and scaling intelligently. The purpose is to maximize the potential of existing partnerships while selectively developing new channels where value is clear. You will enhance go-to-market efficiency, improve partner enablement, and implement data-driven sales tools & programs that ensure steady, scalable, and profitable growth of the parts and services portfolio.

This role is based in our Melbourne office in Australia reporting to Service & Marine Division Manager - Oceania. You will be a part of the Division Management team and responsible for Oceania region.

Key Responsibilities
- Define, own and refine the go-to-market strategy for selling parts and services through existing partners and distributors, aligning it to commercial growth objectives.
- Optimize current channel performance through focused development plans, sales tools, and capability-building initiatives.
- Systematically identify and close performance gaps within the current channel network using clear metrics, structured reviews, and targeted interventions.
- Develop new, high-potential channels selectively, where clear synergies exist and where performance can be scaled sustainably.
- Strengthen commercial agreements with partners to improve value capture, service consistency, and market competitiveness.
- Implement consistent partner enablement programs, including training, marketing support, and access to digital tools.
- Drive a culture of continuous improvement across the partner base by embedding deliverables, regular scorecards, and performance benchmarking.
- Collaborate closely across internal teams — including Service Delivery, Sales, Product, and Finance — to ensure unified execution.
- Lead data-driven forecasting and reporting for the channel business, enhancing visibility, predictability, and accountability.
- Foster strong, trust-based relationships within the channel network and alliances to ensure sustainable profitable growth for collective success.
- Work proactively and in a structured way to ensure compliance with Alfa Laval Core Values & Business Principles.

What You Bring
- A track record of growing channel revenue through distributor and alliance networks
- Strong commercial acumen — you know what makes parts & services profitable
- An eye for which partnerships to invest in and where to avoid — with ROI always in mind
- A mindset of continuous improvement — you're here to make what works, work better
- Real skill in partner enablement, negotiations, and sales development
- A clear, structured approach to forecasting, metrics, and performance tracking
- A collaborative leadership style — you lead with influence, insight, and integrity
- Familiarity with CRM systems, data dashboards, and channel management tools
- The confidence to challenge old ways, and the credibility to bring people with you
- A customer-first mindset — always thinking about how we win together