Regional Sales Manager

As a Regional Sales Manager, you will be instrumental in delivering the growth plan, profitability, and market share gains for the Condition Monitoring and Alignment Business Unit at Fluke. Reporting directly to the EU Sales Director, this role is responsible for leading a regionally dispersed team of Sales Managers and Sales Engineers and translating organizational priorities into defined actions to deliver outstanding results.

Covering the UK, Ireland and Nordics with an established team and hybrid go-to-market model that combines both direct and channel, this leader will be responsible for actively engaging new customers in new verticals to drive market expansion, and generate revenue, to achieve sales and service targets, relationship-building, strategic thinking, and problem solving. Working in a fast paced, dynamic environment you will have a demonstrated history of high adaptability and hands on experience working effectively across a range of different industrial segments and proven capability to deliver sustained growth at or above Plan.

Primary Responsibilities:

• Develop and execute a regional sales plan aligned to the strategic priorities of the EU Condition Monitoring and Alignment commercial leadership team.
• Execute a go-to-market strategy that delivers consistent, long-term revenue growth and market share gains.
• Deliver growth via direct sales approach at key account customers.
• Cultivate and maintain strong relationships with key clients, understanding their needs and ensuring exceptional service.
• Use Fortive Business System tools to ensure funnel management is a fundamental behaviour across the commercial team and increase pipeline and conversion by directly and via your team effectively managing leads and opportunities through the funnel to close.
• Develop and execute strategic account plans to drive revenue growth and meet sales targets.
• Collaborate with cross-functional teams, including Field Application Engineers, marketing and finance, to align strategies and enhance customer satisfaction.
• Analyze market trends and competitor activities to identify opportunities and threats, providing valuable insights for decision-making.
• Conduct regular business reviews with customers to assess performance, address concerns, and explore avenues for upselling or cross-selling.
• Drive customer engagement across the region through voice of customer feedback.
• Drive change through process and metrics-driven leadership.
• If necessary, create Problem Solving Reports to address variances and create countermeasures.
• Report regularly against defined objectives to Manager.
• Consistently deliver accuracy on monthly and quarterly bookings and revenue forecasts.
• Utilize value-selling methodology and tools.
• Build competitor strategy and increase market share in key vertical markets.

Performance and personal competencies required for the position:

• Dynamic and adaptable, someone who embraces ambiguity and change while effectively inspiring, enabling and engaging others through it.
• Culturally aware, with experience of inclusively leading diverse teams and across cultures and geographies.
• Show a high degree of personal integrity and leadership within the global commercial team.
• Ability to attract, recruit and develop top talent, motivate the team, delegate effectively, celebrate diversity within the team, and manage performance; widely viewed as a strong developer of others.
• Natural grit and determination and the ability to persevere in the face of challenges and exhibit a steadfast resolve and relentless commitment to higher standards.
• A leader who is self-reflective and aware of their own limitations; leads by example and drives the organization's performance with an attitude of continuous improvement by being open to feedback and self-improvement.

Executing for Results:

• The ability to set clear and challenging goals while committing the organization to improved performance; tenacious and accountable in driving results.
• Someone who is viewed by others as having a high degree of integrity and forethought in his/her approach to making decisions; the ability to act in a transparent and consistent manner while always considering what is best for the organization.
• A risk-taker who seeks data and input from others to foresee possible threats or unintended circumstances from decisions; someone who takes smart risks.
• Produce customer quotations and work on contract and commercial terms reviews.

Setting Strategy:

• The ability to create and articulate an inspiring vision for the organization, for the areas they are directly responsible for.
• An entrepreneurial and creative approach to developing new, innovative ideas that will stretch the organization and push the boundaries within the industry.
• The ability to effectively balance the desire/need for broad change with an understanding of how much change the organization is capable of handling, to create realistic goals and implementation plans that are achievable and successful.
• The inclination to seek and analyze data from a variety of sources to support decisions and to align others with the organization's overall strategy.

Relationships and Influence:

• Naturally connects and builds strong relationships with others, demonstrating strong emotional intelligence and an ability to communicate clearly and persuasively.
• An ability to inspire trust and followership in others through compelling influence, powerful charisma, passion in his/her beliefs, and active drive.
• Encourages others to share the spotlight and visibly celebrates and supports the success of the team.
• Creates a sense of purpose/meaning for the team that generates followership beyond his/her own personality and engages others to the greater purpose of the organization.

Qualifications/Skills and knowledge:

• Degree educated (engineering or electrical/computer engineering) with minimum 8 years of sales experience.
• Demonstrated ability to successfully balance the achievement of short-term objectives (quarterly orders/sales objectives, expense management, etc.) with longer-term strategic goals.
• Experience selling to Enterprise accounts and selling in a competitive environment.
• Strong commercial and financial acumen with experience of structuring profitable sales proposals and contracts.
• Bias for action with strong results orientation; willingness to take a critical view of stretch goals and initiatives to drive breakthrough results.
• Strong executive communication and presence.
• Demonstrated high-intensity, high-initiative approach towards owning and growing the business.
• Proficiency with the test and measurement industry, condition monitoring or alignment or an adjacent field.
• Advanced CRM/funnel management skills.