Director, Field Sales - Industrial Group (Fluke Test & Measurement)
Fortive · United States · $204,600–$380,600 (stated in the posting)
Title: Director, Field Sales - Industrial Group (Fluke Test & Measurement)
Location: Americas (Remote)
Role Summary
The Director, Field Sales Industrial Group is responsible for the commercial performance of Fluke's industrial field sales organization across the United States. The role leads five District Sales Managers and, through them, the frontline territory sales team, with accountability for bookings, point-of-sale growth, funnel creation and conversion, market-share expansion, and customer retention across the industrial portfolio.
This is a role that balances tactical and strategic work. It sets the field operating rhythm- forecasting, funnel discipline, territory design, performance management while shaping where the organization places its coverage as industrial demand shifts toward data centers, electrification and distributed energy, grid and utility infrastructure, and advanced manufacturing. The Director is expected to be in market with local teams, close to customers and channel partners, and equally comfortable in a quarterly business review and on a plant floor.
The role spans the full industrial commercial value chain: end-user maintenance and reliability organizations, plant and facility engineering teams, electrical and mechanical contractors, industrial and electrical distribution partners, national accounts, OEMs and system integrators, utilities, and early-in-career and workforce training institutions. A working understanding of electrical test and measurement, thermal imaging, power quality, and condition monitoring workflows — and of how distributors and contractors actually buy — is essential.
Fluke has been an anchor business within Fortive for many years and materially influences segment profitability. It offers the opportunity to shape commercial strategy, develop future leaders, and influence growth across one of Fluke’s most important customer segments. This role carries real career upside: it is a proving ground for Vice President and General Manager succession within Fluke and across Fortive operating companies.
How We Sell - Our Commercial Beliefs
These beliefs shape how this role leads, coaches, and measures the field organization. The Director is expected to embody them personally and to build them into district operating rhythm, coaching conversations, and performance expectations.
- We accelerate innovation through customer centricity: When we listen deeply to customers and understand their toughest challenges, we uncover opportunities to develop solutions that make a real difference.
- We accelerate commercial execution through trust: Trust underpins all customer relationships, and we earn that credibility through every interaction, every day – even, and especially, before a customer makes a purchase.
- We delight our existing customers by continuously creating value: Some of our greatest opportunities come from continuing to innovate and create value for the customers who already trust us. Our goal isn’t to close a single deal; it’s to help our users succeed in the long term.
Key Responsibilities:
Sales Leadership & Team Performance
- Lead all aspects of field sales activity across the U.S. , creating a culture of accountability, execution excellence, and consistent delivery against customer and business commitments.
- Manage, coach, and develop five District Sales Managers by creating an environment of trust, ownership, accountability, and continuous development that enables leaders and sellers to perform at their highest potential.
- Empower District Sales Manager to make customer-focused business decisions, remove barriers to execution, and drive accountability within their teams.
- Foster curiosity and a willingness to challenge assumptions, learn from setbacks, and continuously improve individual and organizational performance.
- Mentor, evaluate, and appraise individual and district performance with a constant performance-improvement focus, applying Situational Leadership and structured coaching models.
- Measure performance through a defined set of critical metrics, diagnose gaps, take ownership for organizational outcomes and install countermeasures that address root causes rather than symptoms.
- Promote employee engagement through open communication, connecting individual performance to the commercial strategy, and to Fluke's broader vision.
- Model in-market leadership by remaining close to customers, frontline sellers, and channel partners, actively listening to feedback and using those insights to improve decisions and organizational effectiveness.
- Foster a culture of continuous learning, curiosity, and openness to feedback where successes are celebrated and lessons learned are openly shared.
Commercial Strategy & Market Expansion
- Contribute to the development and execution of the Americas industrial commercial field strategy, translating it into district-level plans, coverage models, and quotas.
- Shape territory design, coverage, and resource allocation to follow demand while proactively anticipating market shifts, building organizational capability ahead of emerging opportunities, and leading teams through change with clarity and confidence.
- Identify underpenetrated segments, geographies, and product categories, and direct the organization's effort toward the highest-return growth opportunities.
- Partner with Business Development, specialist, and key account resources to convert vertical strategies into territory-level execution and multi-site expansion.
- Analyze competitive activity, pricing dynamics, and displacement risk, and develop field responses that protect installed base and win share.
Funnel Management & Operating Rigor
- Elevate sales efficiency and drive consistent, repeatable sales processes across all districts while simultaneously growing customer point-of-sale and funnel.
- Own forecast accuracy and pipeline integrity while fostering disciplined operating mechanisms that enable predictable execution and business performance.
- Encourage experimentation with new selling approaches, growth initiatives, and customer engagement strategies that improve commercial effectiveness and customer outcomes.
- Establish and run a disciplined cadence of funnel and pipeline success reviews, with particular focus on large and very large opportunities, hedging strategies, and conversion velocity.
- Drive demand-generation follow-through, ensuring marketing-generated and event-generated leads are worked to a measurable conversion standard alongside seller-generated pipeline.
- Use data to manage win rates by category, funnel additions and closed-won trends, coverage ratios, backlog conversion, and lead-time or delivery risk that could affect bookings.
Customer, Channel & Key Account Engagement
- Establish and manage relationships with key customers and executive stakeholders, facilitating the team's efforts to identify, expand, and close opportunities.
- Participate in and lead Key Account Reviews and other operational and business reviews, engaging cross-functional stakeholders as appropriate.
- Strengthen joint execution with electrical and industrial distribution partners — including national and regional distributors — through joint planning, joint selling motions, workshops, and lunch-and-learn programs that expand end-user reach.
- Champion the customer experience end to end, escalating and resolving barriers to growth such as lead-time visibility, service and calibration responsiveness, order support, and credit or commercial friction.
- Influence specifications, standards, and approved-vendor decisions at large end users, contractors, and utilities so that Fluke solutions are specified in industrial workflows.
Cross-Functional Leadership
- Partner with Marketing and Product Management to define industrial customer personas and workflows, and translate field insight into messaging, positioning, and campaign priorities.
- Deliver structured voice-of-customer to Product Management, Marketing, and commercial leadership to identify emerging customer needs, improve solutions, and drive innovation priorities.
- Break down organizational barriers and create alignment across commercial, marketing, product and operations teams to improve execution and customer outcomes.
- Work with Sales Enablement to build segment- and product-specific training for sellers, distributors, and contractor-facing teams, and to raise NPI adoption in the field.
- Collaborate with Service, Operations, and Customer Support to improve fulfillment, calibration capacity, and post-sale responsiveness where these constrain commercial performance.
- Coordinate with Channel, National Account, and other Fluke business unit teams to pursue enterprise and cross-portfolio opportunities.
Talent, Culture & Organizational Development
- Recruit, retain, and cultivate top sales talent; build and maintain a credible succession bench for District Sales Manager and other leadership roles.
- Develop leadership bench strength by creating meaningful growth opportunities, expanding leadership capability across the organization, and producing future leaders prepared for broader responsibility across Fluke and Fortive.
- Build engagement and cohesion across a geographically distributed, largely remote sales team.
- Reinforce a culture of accountability, continuous improvement, and safety- and integrity-first customer engagement.
Qualifications:
- 10+ years of progressive sales and sales leadership experience in a dynamic, matrixed organization, including experience leading second-line managers.
- Demonstrated ability to lead organizations through periods of growth, change, and ambiguity while maintaining engagement, accountability, and performance.
- Demonstrated success creating highly engaged teams through empowerment, coaching, and talent development.
- Demonstrated ability to build collaborative relationships across functions and incorporate diverse perspectives into decision-making.
- Proven track record of consistently driving bookings and revenue growth, customer expansion, and market-share gain through the leadership of a distributed field sales organization.
- Demonstrated success in change management and cross-functional collaboration in a commercially complex environment.
- Experience owning forecast accuracy, funnel management, and CRM discipline at an organizational level rather than individual level.
- Experience leveraging customer insights and market trends to influence commercial strategy, solution development, or go-to-market innovation.
- Experience selling through and with distribution channel partners and building joint go-to-market motions with distributors and contractor networks.
- Strong executive presence and polish, with the potential and appetite for succession into Vice President or General Manager roles within Fluke and Fortive.
- Consistent record of building engagement across a virtual sales team while recruiting, retaining, and developing top sales talent.
- Excellent analytical skills and a validated eye for business, with the ability to balance the needs of the marketplace against sound business judgment.
- Strong leadership and sales competence paired with a hands-on, 'get it done' mentality that is a hallmark of successful leaders at Fortive.
- Ability to operate effectively in both highly structured processes and ambiguous, build-it-from-scratch situations.
- Willingness to travel up to 50% across North America.
- Bachelor's degree required.
Preferred Experience & Skills:
- Direct experience in test and measurement, electrical or industrial equipment, industrial maintenance and reliability, or adjacent technical industries.
- Familiarity with industrial customer workflows including electrical troubleshooting, preventive and predictive maintenance, power quality analysis, thermal imaging, and condition monitoring.
- Experience leading sales into growth verticals such as data centers, distributed energy and EV charging, utilities and power generation, or advanced manufacturing.
- Experience with national and regional electrical or industrial distribution partners, and with national account structures.
- Track record of influencing standards, specifications, or approved vendor lists within large end users, contractors, or utilities.
- Experience improving sales productivity through process design, tooling, analytics, or commercial operating systems.
- Experience building or scaling business development, specialist, or vertical-focused selling resources within a field organization.
- Exposure to workforce development, technical education, or early-in-career channel programs as a demand-creation lever.
- Experience operating within a continuous-improvement or business-system-driven environment.
- Master of Business Administration (MBA) or advanced degree preferred.
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.
Pay Range
The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 204600 - 380600