Sr. Territory Sales Manager at Fortive Corporation

Job description

Role Summary The Sr. Territory Sales Manager, Bay Area, is responsible for accelerating Fluke's growth and market share across one of the most technology-dense regions in North America. This role combines hands-on field selling with distributor partnership to create customer demand, expand Fluke's presence in strategic accounts, and position Fluke as the preferred test and measurement provider across industrial, commercial, and high-tech markets. The Territory Sales Manager serves as Fluke's ambassador within the Bay Area, building trusted relationships with customers, distributors, and industry partners. Success in this role requires a passion for understanding customer challenges, delivering meaningful business outcomes, and continuously finding ways to provide customers with more value than they expect. Working independently and with high levels of ownership, this individual combines technical expertise, commercial acumen, and customer insight to drive sustainable growth and market leadership. In addition to territory ownership, this role serves as a strategic advisor to the commercial organization, helping identify emerging market opportunities, influencing regional growth strategies, and driving adoption of best practices across the broader sales organization. The successful candidate is recognized as a subject matter expert in technical selling, market development, and customer value creation within key growth segments. Key Responsibilities Strategic Account Development • Develop long-term account growth strategies for priority customers and market segments. • Build relationships across technical users, operational leaders, safety professionals, engineers, and executive stakeholders. • Expand customer wallet share by aligning Fluke's portfolio to operational, reliability, safety, and productivity objectives. • Balance short-term revenue opportunities with sustainable long-term account growth strategies. • Leverage customer and market insights to identify emerging opportunities and influence future growth initiatives. • Identify and develop strategic growth initiatives across priority market segments including semiconductor, data center, EV infrastructure, renewable energy, and advanced manufacturing. • Influence regional commercial priorities through market intelligence, competitive insights, and customer trends. • Partner with commercial leadership to identify expansion opportunities and scalable growth strategies. • Serve as a resource and advisor to peers on complex account-development strategies and customer challenges. Sales Execution • Lead cross-functional initiatives that improve commercial effectiveness, customer engagement, and market penetration. • Pilot and evaluate new commercial approaches, technologies, and go-to-market strategies to accelerate growth. • Identify market trends and emerging customer needs and translate insights into actionable growth recommendations. • Actively promote Fluke products to achieve or exceed sales quota. • Develop a deep understanding of customer operations, maintenance workflows, safety requirements, and business objectives to identify opportunities for value creation. • Strategically plan territory saturation and implement strategies for expanding market share, prioritizing Bay Area growth verticals such as data centers, semiconductor, Electric Vehicle (EV), solar, advanced manufacturing, and biotech. • Proactively identify new ways to solve customer challenges through Fluke products, software, services, and emerging technologies. • Gather and share Voice of Customer insights to improve customer experience, strengthen commercial execution, and identify growth opportunities. • Use data, analytics, and market intelligence to prioritize territory activities and maximize business impact. • Host end users to build demand and manage the sales cycle from first meeting through closing. • Identify and pursue new business opportunities through proactive prospecting. • Prepare and deliver sales proposals and contracts. Product Expertise & Technical Support • Become a trusted technical advisor, applying expertise to help customers improve safety, productivity, reliability, compliance, and operational performance. • Provide product demonstrations, technical support, and training for customers and distribution partners. • Serve as a recognized subject matter expert within Fluke for key applications, industries, and emerging customer challenges. • Share best practices and provide guidance to peers, distributor partners, and commercial leaders. • Act as a resource on complex technical and commercial opportunities that require advanced solution development. • Continuously expand technical, application, and industry knowledge to anticipate future customer needs. • Share expertise and best practices across distributor partners, customers, and internal teams. • Use customer challenges and industry trends to help shape innovative solution positioning. • Support customers in making informed purchasing decisions through technical knowledge. Relationship Management • Build lasting relationships with distribution partners and end users, providing solutions to their problems using the full array of Fluke equipment, software, and services. • Foster collaborative relationships across distributors, customers, Business Development Managers, and internal partners by sharing insights, enabling channel success, and delivering exceptional customer experiences. • Leverage internal Fluke support teams to grow territory performance, including close, ongoing collaboration with Business Development Manager (BDM) partners. • Empower distributor partners and customers through technical expertise, coaching, and knowledge sharing. • Support distributor and customer events such as trade shows, seminars, and onsite training. Commercial Leadership & Influence • Lead or participate in strategic commercial initiatives that improve growth, customer experience, and organizational capabilities. • Provide coaching and guidance to less experienced sales professionals. • Share territory best practices across the broader organization. • Partner with marketing, product management, business development, and commercial leadership to improve market execution. Territory & Account Management • Maintain CRM records (Dynamics), manage pipelines, and provide regular opportunity updates. • Utilize Microsoft Suite tools and data analytics (Power BI) for planning, analysis, and reporting. • Conduct remote meetings and use digital tools to engage customers. • Work remotely from a home office and travel throughout the assigned territory (approx. 60% of time engaged in face-to-face meetings). How You Sell • Lead with customer outcomes by understanding business challenges, operational priorities, and desired results before recommending solutions. • Connect Fluke solutions to measurable customer value: reduced downtime, improved safety compliance, lower maintenance costs, and increased technician productivity. • Expand the conversation beyond the line item. When a customer asks for a specific tool, use it as an entry point to understand their broader workflows. • Develop multi-stakeholder relationships with the end users, maintenance supervisors, and safety managers who experience the problem firsthand and can champion the value of the Fluke solution. • Pursue strategic account growth and approach each account with a plan to grow wallet share over time by mapping Fluke’s portfolio to the customer’s full range of needs. • Quantify business value through improved productivity, reduced downtime, enhanced safety, and lower operational costs. • Challenge conventional approaches and bring innovative ideas when traditional solutions are insufficient. • Partner across functions to deliver seamless customer experiences and long-term value. • Consistently look for opportunities to provide customers with additional value beyond the initial transaction. • Balance immediate opportunities with long-term territory and relationship development. Qualifications Required • 10+ years of successful experience in technical, industrial, electrical, automation, or solution-based sales environments with demonstrated success driving strategic growth initiatives and complex customer engagements. • Demonstrated expertise in strategic account planning and complex multi-stakeholder selling. • Experience influencing business strategy through voice-of-customer insights and market intelligence. • Proven ability to lead cross-functional initiatives without direct authority. • Recognized as a trusted advisor by customers, business partners, and internal stakeholders. • Demonstrated success managing a territory with high levels of autonomy, accountability, and ownership. • Proven ability to uncover customer needs, build business cases, and deliver value through consultative selling. • Experience selling technical solutions to industrial end users. • Proven ability to work through distributor networks and directly with end users. • Strong customer relationship-building and new business development skills. • Bachelor’s degree in Engineering, Business, or a related technical field (or equivalent experience). • Must reside in or be willing to relocate to the San Francisco Bay Area. • Must be able to lift 30 pounds daily. Preferred • Experience selling electrical test and measurement, thermal imaging, or calibration tools. • Existing relationships within Bay Area technology, utility, data center, or semiconductor sectors. • Familiarity with EV/EVSE infrastructure testing and commissioning. • Experience with CRM tools and data-driven territory planning. • Experience leveraging data, analytics, and continuous-improvement methodologies to improve commercial performance. • Track record of developing innovative approaches that create customer value and accelerate business growth. • Demonstrated learning agility and ability to adapt in dynamic and evolving markets. Critical Success Competencies Commercial Excellence • Consultative & Value-Based Selling • Strategic Territory Planning • New Business Development • Channel Partner Influence • Business & Financial Acumen • Account Growth & Market Development Commercial Leadership • Market & Industry Thought Leadership • Commercial Strategy Development • Growth Opportunity Identification • Organizational Influence • Executive Stakeholder Engagement Technical Excellence • Technical & Application Expertise • Customer-Centric Problem Solving • Data-Driven Decision Making • Industry & Market Knowledge Fluke Success Behaviors • Customer Obsession • Strategic Mindset • Innovation & Continuous Improvement • Coaching & Capability Building • Enterprise Thinking • Change Leadership • Collaboration & Team Effectiveness • Learning Agility & Adaptability • Courageous Communication • Accountability & Results Orientation • FBS Mindset and Continuous Improvement Practices What You’ll Own • Voice of Customer insights that influence commercial strategy. • Market intelligence supporting regional growth initiatives. • Identification and scaling of commercial best practices. • Contribution to strategic growth initiatives across priority market segments. • Development of commercial capabilities through peer coaching and knowledge sharing. • Revenue attainment for the Bay Area territory. • Bookings and market-share growth. • Customer satisfaction and long-term relationship growth. • Voice of Customer insights and market intelligence from the Bay Area market. • Continuous improvement of territory performance through disciplined execution and FBS thinking. • Development of strategic opportunities within key growth industries. • Customer relationships across end users and channel partners. • Local execution of Fluke’s commercial strategy. • Standardized Fluke selling processes and territory planning discipline. Why This Role — Why Now The Bay Area represents one of the highest concentrations of EV charging infrastructure, data center construction, semiconductor expansion, and renewable energy investment in the United States. Fluke’s full portfolio — from the FEV500 DC Fast Charge Analyzer to the Ti480 PRO Thermal Camera and Fluke 1777 Power Quality Analyzer — maps directly to the growth happening in this territory right now. This is a ground-floor opportunity to build relationships with some of the world’s most important companies at the exact moment they are investing in infrastructure on an unprecedented scale. The Ideal Candidate • Naturally curious and seeks to deeply understand customer challenges. • A proactive hunter who enjoys creating new opportunities and building lasting relationships. • Recognized as a trusted advisor and expert within their industry. • Comfortable influencing senior leaders, customers, and peers through expertise rather than authority. • Enjoys coaching others and sharing best practices. • Thinks beyond immediate opportunities to identify long-term market and business opportunities. • Comfortable operating independently with a strong sense of ownership and accountability. • Technically credible and capable of translating complex challenges into practical customer solutions. • Collaborative and effective at influencing across teams, distributors, and customer organizations. • Demonstrates learning agility and continuously seeks better ways to create customer value. • Energized by solving problems, delivering results, and exceeding customer expectations. • Positive representation of Fluke's customer-first culture and values. Success in the First 12 Months The successful candidate will: • Deliver or exceed revenue and market share goals. • Influence commercial strategy through actionable market and customer insights. • Establish a reputation as a trusted expert across key growth markets. • Lead or contribute to strategic initiatives that improve commercial effectiveness. • Share best practices that improve performance beyond the assigned territory. • Strengthen organizational capabilities through coaching, collaboration, and knowledge sharing. • Establish a robust pipeline within strategic growth segments. • Become a trusted advisor to customers, distributors, and internal partners. • Build meaningful relationships across key accounts and buying centers. • Strengthen territory performance through disciplined execution and FBS thinking. • Consistently create customer value that exceeds expectations. Compensation The target hiring range for this position is $250,000-$260,000K OTE. All external hiring is contingent upon the successful completion of a pre-employment drug screen and a background check. Fluke is an equal opportunity employer. Fluke Overview Fluke is leading the world in creating software, test tools, and technology that will support customers today and in the future. We are a customer-focused market leader with a strong reputation for reliability, quality, and safety. A wholly-owned subsidiary of Fortive Corporation (www.fortive.com), Fluke is a global corporation headquartered in the greater Seattle area. Driven by the successful Fortive Business System, Fluke offers the passion of a startup with the resources of a Fortune 500 company. We are passionate about the growth of our individual employees, teams, and the Fluke brand. Benefits and Perks of Working at Fluke • Comprehensive medical, dental & vision benefits • 401k matching • Tuition reimbursement • Paid vacation and sick time • Family leave • Company Vehicle, Laptop, & Phone Fortive Corporation Overview Fortive's essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare. We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission-critical solutions. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to advanced technologies that help providers focus on exceptional patient care. We are a diverse team 10,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact. At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference. At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone. At Fortive, we believe in growth. We're honest about what's working and what isn't, and we never stop improving and innovating. Fortive: For you, for us, for growth. About Fluke Fluke is leading the world in creating software, test tools and technology that will support customers today and in the future. We are a customer-obsessed market leader with a strong reputation for reliability, quality and safety.A wholly owned subsidiary of Fortive Corporation (www.fortive.com), Fluke is a global corporation headquartered in the greater Seattle area. Driven by the successful Fortive Business System, Fluke offers the passion of a startup with the resources of a Fortune 500 company. We are focused on the growth of our individual employees, teams and the Fluke brand. We Are an Equal Opportunity Employer. Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at applyassistance@fortive.com. Bonus or Equity This position is also eligible for bonus as part of the total compensation package. Pay Range The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 211,200.00-352,680.00.

Requirements

Must-haves

Strategic Account Development
Develop long-term account growth strategies for priority customers and market segments.
Build relationships across technical users, operational leaders, safety professionals, engineers, and executive stakeholders.
Expand customer wallet share by aligning Fluke's portfolio to operational, reliability, safety, and productivity objectives.
Balance short-term revenue opportunities with sustainable long-term account growth strategies.
Leverage customer and market insights to identify emerging opportunities and influence future growth initiatives.
Identify and develop strategic growth initiatives across priority market segments including semiconductor, data center, EV infrastructure, renewable energy, and advanced manufacturing.
Influence regional commercial priorities through market intelligence, competitive insights, and customer trends.
Partner with commercial leadership to identify expansion opportunities and scalable growth strategies.
Serve as a resource and advisor to peers on complex account-development strategies and customer challenges.
Sales Execution
Lead cross-functional initiatives that improve commercial effectiveness, customer engagement, and market penetration.
Pilot and evaluate new commercial approaches, technologies, and go-to-market strategies to accelerate growth.
Identify market trends and emerging customer needs and translate insights into actionable growth recommendations.
Actively promote Fluke products to achieve or exceed sales quota.
Develop a deep understanding of customer operations, maintenance workflows, safety requirements, and business objectives to identify opportunities for value creation.
Proactively identify new ways to solve customer challenges through Fluke products, software, services, and emerging technologies.
Gather and share Voice of Customer insights to improve customer experience, strengthen commercial execution, and identify growth opportunities.
Use data, analytics, and market intelligence to prioritize territory activities and maximize business impact.
Host end users to build demand and manage the sales cycle from first meeting through closing.
Identify and pursue new business opportunities through proactive prospecting.
Prepare and deliver sales proposals and contracts.
Product Expertise & Technical Support
Become a trusted technical advisor, applying expertise to help customers improve safety, productivity, reliability, compliance, and operational performance.

Nice-to-haves

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Effort: medium

Benefits

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Dental

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401k

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