Commercial Strategy Manager

Fortive•Everett, WA

About The Position

Commercial Strategy Manager – Troubleshooting Products and Retail Channels The Commercial Strategy Manager will be accountable for creating, socializing, and tracking the commercial strategy with a primary focus on the Fluke troubleshooting products and retail distribution channels. This position is one of the most visible roles throughout the Americas sales region. You will have ownership to drive the success of a diverse line of tools and be responsible for providing the strategy, targets, and driving revenue execution for the Americas region. Daily collaboration with channel and field sales leadership, product management, and marketing. You will work with and through our commercial organization, distribution partners and end customers to drive growth. The ideal candidate has a proven track record of building high-value business relationships across key decision-makers, including engineers, procurement teams, and executives. Additionally, this role will work cross-functionally within Fluke Corporation to ensure the appropriate level of support and prioritization for new business opportunities.

Requirements

Bachelor’s degree in Sciences, Engineering, Physics, Math or related field
5+ years of technical B2B sales experience in the retail and industrial distribution channels.
Experience selling technical and industrial products.
Proven ability to grow key account business and develop long-term customer relationships.
Experience with value-based selling, cross-selling, and prospecting for new business opportunities.
Demonstrated ability to draw insights from data and clearly communicate them to both business and technical teams
Advanced skills in Excel as well as any data visualization tools like Tableau or similar BI tools (familiarity with PowerBI preferred).
Develop and present recommendations of new metrics allowing better understanding of the performance of the business
Strategic Sales Approach: Proven ability to develop and execute a business growth plan targeting key verticals and channel partners with substantial influence on volume agreements.
Distribution Knowledge: Deep understanding of retail and industrial distribution.
Communication Skills: Ability to articulate Fluke’s value proposition effectively to technical and executive-level decision-makers.
Results-Driven: Strong track record of achieving growth targets using data-driven sales methodologies, including CRM utilization, value-selling, and gap analysis.
Travel: Willingness to travel across the Americas up to 50% as needed to engage with customers and drive sales.

Responsibilities

Develop and implement long-term business strategies to support growth and revenue in the retail distribution channel.
Work closely with sales teams to define specific deal strategies, provide guidance on deal structures, and lead client negotiations
Analyze market trends and internal processes to identify opportunities and risks, ensuring that strategies are data-driven and aligned with market demands.
Define and monitor key performance indicators (KPIs) to measure sales effectiveness and identify areas for improvement.
Develop strong relationships with a portfolio of troubleshooting products to drive growth and business continuity.
Create and execute growth strategies to engage and grow relationships and revenue within the retail distribution channel.
Lead new product introduction strategy, planning and execution within assigned product families.
Lead vertical and account penetration strategies to achieve annual margin and revenue growth goals.
Report progress against forecasts, budgets, and sales targets using Customer Relationship Management (CRM) tools.
Align account management strategies with the customer’s top business objectives and ensure effective internal communication at Fluke Corporation
Conduct frequent and strategic customer engagements with key partners, internal and external, to manage all aspects of the business relationship.
Identify and qualify new opportunities that align with Fluke Corporation’s technology and product capabilities by collaborating with Engineering and Product Management.
Work closely with the commercial leadership to drive revenue growth, implement action plans, and monitor progress.
Effectively manage cross-selling opportunities using our funnel management process, maintaining an up-to-date sales funnel.
Manage customer feedback and resolve issues promptly to maintain high customer satisfaction.
Meet or exceed order and sales targets.
Contribute to the development of strategic and annual business plans, focusing on data center equipment and related key segments.