National Account Manager - Strategic Distributor Accounts
About The Position
As National Account Manager, you'll bring Fluke's promise of always giving customers a little more than they paid for to life. You will be the primary relationship owner for Wesco, one of Fluke's largest and most strategic distribution partners, owning account plans, analyzing data, and driving measurable growth. You will manage the Wesco relationship across North America, which represents over $25M in annual revenue. This role offers trust and autonomy, allowing you to own the account end-to-end with coaching and support for future growth. It rewards curiosity by utilizing AI-enabled tools and account data to challenge assumptions, find new opportunities, and drive smarter, faster growth for Wesco. This is an individual-contributor role where you will lead through influence and cross-functional collaboration.
Requirements
- Minimum 5 years of channel sales, national account management, or distribution experience.
- Experience managing Wesco or another large national electrical distributor.
- Strong relationship-building and communication skills, with the ability to work productively across teams and functions.
- Strong understanding of electrical distribution, industrial supply, test and measurement, and related industrial technology markets.
- Experience with sales data analytics, CRM systems, forecasting, and business planning tools.
- Demonstrated ability to manage multiple priorities and execute against business objectives.
- Ability to analyze business performance data and translate insights into action plans.
- Track record of meeting or exceeding assigned account growth and revenue targets.
- Willingness to travel up to 40% to support partner engagement, business reviews, and account development.
Nice To Haves
- Established network within the electrical distribution industry.
- Experience leading joint business planning initiatives and multi-year growth strategies.
- Strong financial acumen, with experience managing pricing strategies, rebate programs, and profitability objectives.
- Experience utilizing AI-assisted productivity and analytics tools.
- Bachelor's degree in Business, Marketing, Engineering, or a related field.
Responsibilities
- Own and lead Fluke's relationship with top Electrical Distributor accounts across North America, serving as the primary point of contact for account planning and execution.
- Develop and execute annual account plans aligned with distributor’s business priorities and Fluke's growth objectives.
- Lead joint business planning activities, establishing revenue targets, market share objectives, and performance metrics.
- Maintain accurate forecasting, pipeline visibility, and account planning activities.
- Build and maintain relationships across distributor headquarters, branch, regional, and functional teams, including category management, procurement, supply chain, marketing, and sales.
- Partner closely with field sales teams to improve alignment and strengthen execution across the account.
- Support execution of channel programs, promotions, training initiatives, and marketing campaigns.
- Develop a strong understanding of the distributor’s go-to-market model, branch network, category management practices, and sales processes.
- Provide business performance analysis, POS trends, inventory management, and profitability recommendations.
- Identify growth opportunities within key vertical markets — including data centers, manufacturing, utilities, infrastructure, oil and gas, and energy — through account analysis and market insights.
- Conduct routine business reviews to evaluate performance against growth objectives.
- Monitor customer, market, and competitive activity, developing proactive recommendations to capture market share.
- Utilize AI-enabled productivity and analytics tools, bringing genuine curiosity to how Wesco operates and turning that insight into smarter, faster account decisions.
- Partner closely with Channel Marketing, Product Management, Finance, and Sales Leadership to align resources and investments against distributor’s growth plans.
- Collaborate with internal teams to resolve customer issues and improve overall partner satisfaction.
- Support adoption of company programs that improve sales effectiveness and customer engagement.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
