Sales Application & Key Account Manager, ANZ

Representing the Fluke Industrial, Calibration & Process Instruments brand within an allocated territory and being responsible for achieving quarterly/annual sales targets and building and nurturing key accounts through the management and support of existing and new customers. Accountability for functional and strategic business objectives.
Develops and drives growth initiatives with the distribution network and successfully develops and manages a long-term growth pipeline within the territory.
Using market insights, competitive intel, and data you will identify new business opportunities and potential growth whilst building strong account relationships with distributors and end users alike.

Reporting to the National Sales Manager, you’re accountable for functional and business objectives including the development of growth processes with sales channel partners and customers and the development of long-term growth pipelines within the region.

Main Responsibilities / Duties

• Strategic growth planning including development of go-to-market strategies, programs and countermeasure plans to achieve overall revenue targets and market share goals.
• Provide accurate weekly, monthly and quarterly sales projection forecasts to the National Sales Manager
• Business Development – management and development of existing and/or new sales channels within territory.
Funnel pipeline management and monthly review of overall funnel health metrics (i.e. new opportunities, win-rate/time to close)
• Monitor and analyse sales performance metrics/objectives and manage change where required.
• Work with regional Marketing team to implement and execute marketing activities for brand awareness and market share gain.
• Drive facetime (activities with customers) and pipeline management (ensuring opportunities for future sales) including follow-up on activities and opportunities in the CRM system.
• Generating leads and establishing relationships with potential new customers.
• Developing and delivering customer solutions (value and application selling).
• Establish relationships with selected key accounts and customers including other selected major customers by making regular customer visits and calls.
• Assist with market sizing and competitive analysis for test and measurement instruments
• In collaboration with the management team, develop commercial strategic goals and tactical plans
• Create and maintain good relationships with customers, dealers, suppliers, key stakeholders and relevant authorities.
• Building a personal profile and brand within the territory through industry networking, trade events and conferences.

Experience / Qualifications

• Proven sales track record and ability to successfully demonstrate and sell test & measurement equipment at a technical level
• Channel management experience working in a similar industry field sales role.
• Minimum 10 years of progressive leadership experience in a technical/industrial environment.
• Analytical and data driven problem solver.
• Ability to build strong high-level executive and peer relationships.
• Excellent business acumen and technical/engineering knowledge; experience in test and measurement industry desired.
• Influence to make an impact; convinces and persuades others; promotes plans and ideas successfully.
• Networking: builds a useful network of contacts and relationships and utilizes it to achieve objectives.
• Analysis & judgment to understand complex issues and problems; comes up with sound/rational judgments.
• Demonstrated ability to successfully balance the achievement of short-term objectives (quarterly orders/sales objectives, expense management, etc.) with longer-term strategic and policy deployment goals.

Fortive Corporation Overview

Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. 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 groundbreaking sustainability solutions.

We are a diverse team 18,000 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.