Channel National Accounts Manager (MRO)
About The Position
Drive growth across major MRO distribution partners, focusing on expanding share-of-wallet and strengthening Fluke's position in the market. Lead joint business planning with assigned distributors, establishing performance objectives, financial targets, and program milestones. Develop and execute comprehensive account strategies that align distributor capabilities with Fluke's strategic priorities and growth targets. Demonstrate strong understanding of MRO distributor go‑to‑market models, including integrated supply, branch networks, and digital/eProcurement pathways. Build strong productive relationships with key personnel across Product Management, Sales Management, Procurement, and Operations. Partner closely with the aligned Channel Marketing Manager to prioritize, develop, and optimize marketing initiatives tied to account strategy. Provide business performance analysis, accurate sales forecasting, and visibility into POS, inventory trends, and category performance. Achieve assigned targets for profitable sales volume and strategic objectives within assigned accounts. Monitor customer, market, and competitor activity and recommend strategic actions to leadership. Elevate senior-level relationships and engage with merchandising, category management, field sales leadership, and eCommerce teams. Drive adoption of company programs and field alignment strategies that support strategic account objectives. Collaborate with Marketing and Product Groups to ensure programs, promotions, and messaging align to strategic growth plans. Travel up to 40%, including distributor partner engagements, customer visits, team meetings, and occasional industry events.
Requirements
- 6+years of channel management experience, preferably within industrial, MRO, safety, electrical, or test & measurement distribution channels
- Strong understanding of MRO distribution models, value propositions, and market dynamics
- Exceptional interpersonal, communication, and writing skills, with the ability to engage effectively at all levels
- Strong problem‑solving, prioritization, and strategic planning abilities
- Ability to utilize modern AI tools (AI‑assisted analytics, summarization, forecasting, content creation) to enhance productivity and account management effectiveness
- Proficiency in Microsoft Word, Excel, and Outlook
- Comfort taking calculated risks to drive continuous improvement and exceed growth targets
- Strong negotiation skills with the ability to achieve mutually beneficial outcomes
- Demonstrated personal integrity and sound judgment
Nice To Haves
- Bachelor's degree preferred in business, engineering, or marketing
Responsibilities
- Drive growth across major MRO distribution partners
- Lead joint business planning with assigned distributors
- Develop and execute comprehensive account strategies
- Build strong productive relationships with key personnel
- Partner closely with the aligned Channel Marketing Manager
- Provide business performance analysis, accurate sales forecasting, and visibility into POS, inventory trends, and category performance
- Achieve assigned targets for profitable sales volume and strategic objectives within assigned accounts
- Monitor customer, market, and competitor activity and recommend strategic actions to leadership
- Drive adoption of company programs and field alignment strategies that support strategic account objectives
- Collaborate with Marketing and Product Groups to ensure programs, promotions, and messaging align to strategic growth plans
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What This Job Offers
Job Type
Full-time
Career Level
Manager
