Technical Sales Manager – Field Sales FCAL

Job title:

Technical Sales Manager – Field Sales FCAL

Company

Fortive

Job description

Job Description:Technical Sales Manager – Field Sales FCAL UK (South)Location: UK (South)
Reports to: Sales Director – EMEACompany Overview:
Fluke Calibration (FCAL), a division of Fluke Corporation within the Fortive Group, is a global leader in calibration instruments, equipment, software, and services. Our products provide unmatched precision, reliability, and innovation, ensuring the highest standards of measurement accuracy. Fluke Calibration serves industries that demand excellence in calibration, including industrial manufacturing, aerospace, healthcare, and more.Fluke Calibration (FCAL) solutions is focusing on electrical calibration (ECAL), pressure calibration (PCAL), temperature calibration (TCAL), calibration software, and Fluke Premium Care.The key product categories where FCAL is focusing at are electrical (ECAL), pressure (PCAL) and temperature (TCAL) calibration, software and Fluke Premium Care.As part of the Fortive family, we promote a culture of collaboration, innovation, and continuous improvement, empowering our teams to drive results and deliver impactful solutions to our customers worldwide.Position Summary:The Technical Sales Manager – Field Sales FCAL is a vital role responsible for driving revenue growth, expanding market share, identifying new business opportunities, and promoting Fluke’s New Product Introductions (NPIs) across the territory in the South of UK. Reporting to the Sales Director – EMEA, this role is accountable for achieving assigned bookings and revenue targets by identifying prospects, expanding customer relationships, and driving market adoption of Fluke’s products, services, and software solutions.This role requires a strong combination of sales acumen, technical expertise, and the ability to promote new technologies effectively. The Sales Engineer will be responsible for managing the territory, developing a robust pipeline, and ensuring the successful introduction and adoption of new products in the market.Key Responsibilities:

• Sales Accountability & Revenue Growth:

• Own and be accountable for achieving sales targets (bookings, revenue, and profitability) across ECAL, PCAL, TCAL, and Fluke Premium Care (FPC) portfolios.
• Provide technical consultation to customers, helping them to select the right FCAL products for specific applications.
• Develop and execute a comprehensive sales strategy that includes targeting both new prospects and expanding relationships with existing customers.
• Actively pursue and close sales opportunities by positioning Fluke’s test and measurement solutions, including hardware, software, and services, as the best-fit for customer needs.
• Maintain a strong sales pipeline by generating and qualifying leads, following up on opportunities, and managing the full sales cycle from initial contact to contract closure.
• Prospecting & New Business Development:

• Identify, engage, and nurture relationships with prospective customers in target verticals such as calibration laboratories, energy, semi-conductor industry, and industrial manufacturing.
• Conduct market research to identify key prospects and business opportunities within the region, including following the market trends in calibration and metrology.
• Develop and implement a territory plan to maximize market coverage, prospect engagement, and account acquisition.
• Lead efforts to expand Fluke’s footprint by converting prospects into long-term, loyal customers.
• New Product Introduction (NPI) Growth:

• Drive the successful introduction and adoption of Fluke’s New Product Introductions (NPIs) in the market, promoting their value and differentiation to both existing and new customers.
• Collaborate with the product management and marketing teams to effectively position NPIs in the market, ensuring alignment with customer needs and market trends.
• Educate customers on new products, providing technical expertise and conducting demonstrations to showcase the features and benefits.
• Monitor NPI performance and market feedback, reporting insights and opportunities back to the product team for continuous improvement.
• Territory Management & Customer Engagement:

• Develop and manage a territory plan focused on increasing Fluke’s market penetration, share of wallet with existing accounts, and acquisition of new customers.
• Build strong, lasting relationships with customers, acting as their trusted advisor for Fluke’s portfolio of test and measurement solutions.
• Regularly engage with key decision-makers and stakeholders to understand their business challenges and offer tailored solutions.
• Ensure customer satisfaction and maintain long-term partnerships by delivering excellent service and addressing any technical or business concerns promptly.
• Collaboration & Sales Enablement:
• Work closely with the Sales Director and internal teams, including product management, marketing, and customer support, to align on sales strategies and product positioning.
• Sales Performance Reporting & Market Insights:

• Track and report on key sales metrics, including bookings, revenue, pipeline growth, and NPI performance.
• Use CRM tools to manage customer accounts, track prospects, and forecast accurately.
• Provide regular updates to the Sales Director on territory performance, including successes, challenges, and market trends.
• Share customer feedback and market intelligence with product and marketing teams to support continuous improvement and future product development.

Qualifications:

• Experience & Skills:

• Minimum of 5-10 years of technical sales experience in direct sales, or managing key-accounts, with a proven track record of meeting or exceeding sales targets, ideally within calibration, instrumentation or test and measurement industries.
• The ideal candidate as a strong background in metrology in sales or in a calibration laboratory.
• Deep understanding of the calibration market (ECAL, PCAL, TCAL) and associated service offerings like Fluke Premium Care (FPC) is highly desirable.
• Strong ability to drive new business development, identify prospects, and manage a territory effectively.
• Proven success in managing complex sales cycles, including product introduction and market adoption.
• Excellent communication, presentation, and negotiation skills, with the ability to engage both technical and non-technical stakeholders.
• Experience with CRM tools and sales reporting.
• Technical Acumen:

• A bachelor’s degree in engineering (electrical, mechanical, or related fields) or equivalent experience is preferred.
• Knowledge of metrology
• Ability to quickly learn and articulate the value of new technologies and products.

Competencies:

• Sales-Driven: Results-oriented with a focus on meeting and exceeding sales and revenue targets.
• Customer-Focused: Deep understanding of customer needs, with a passion for delivering value through tailored solutions.
• Prospecting & NPI Leadership: Strong track record of identifying new business opportunities and driving the adoption of new products in the market.
• Technical Expertise: Ability to effectively position Fluke’s technical solutions to address customer challenges.
• Collaboration: Works well with cross-functional teams and partners to align sales strategies and deliver customer value.
• Adaptability: Thrives in a fast-paced sales environment, quickly adapting to changes in the market or customer needs.

Fortive Corporation OverviewFortive’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.Fortive: For you, for us, for growth.

Expected salary

Location

United Kingdom

Job date

Fri, 28 Feb 2025 08:19:19 GMT

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