Commercial Strategy Manager

Role Overview

The Commercial Strategy Manager is pivotal in accelerating growth for Fluke's field sales across the MEAT (Middle East, Africa & Turkey) territories. This role involves crafting, aligning, and enforcing commercial plans that boost revenue, increase market share, and strengthen client partnerships.

Key Responsibilities

• Design and deploy long-term commercial strategies targeting priority customers, ensuring seamless collaboration among stakeholders.
• Analyze market data, customer insights, and internal metrics to pinpoint growth chances, manage associated risks, and keep strategies relevant.
• Track and scrutinize KPIs to evaluate sales performance and spotlight areas for enhancement.
• Work in tandem with field sales teams to refine deal tactics, structure agreements efficiently, and back negotiations.
• Lead growth initiatives to surpass sales and order targets within the field sales portfolio for MEAT.
• Foster collaborative internal and external relationships to promote alignment, expedite execution, and solve challenges effectively.
• Guide the introduction, planning, and execution of new product strategies in specific product families.
• Stimulate expansion of current product lines by implementing innovative actions and focused sales programs.
• Manage strategies for verticals and account penetration to meet revenue and margin goals.
• Utilize CRM systems to monitor and report performance against forecasts, budgets, and goals.
• Sync account strategies with clients’ business objectives, ensuring transparent communication within Fluke.
• Engage regularly with key partners and customers to nurture and grow business relations.
• Identify new opportunities aligned with Fluke’s technology through cooperation with Engineering and Product Management.
• Work alongside commercial leaders to propel revenue growth, apply action plans, and monitor progress.
• Administer cross-selling opportunities utilizing sales funnel management, keeping data current.
• Address customer feedback and issues promptly to maintain high satisfaction levels.
• Contribute actively to strategic and annual business planning efforts.

Critical Success Factors

• Exhibited strategic sales leadership, with proven ability to develop and implement growth plans across verticals and partners, influencing agreements by volume and value.
• Strong commercial acumen with a proactive, creative mindset focused on enhancing business impact.
• Innovation aptitude, challenging norms, introducing fresh ideas, and resolving intricate commercial challenges.
• A sense of ownership and accountability, managing responsibilities as a business unit, eliminating obstacles, and delivering results.
• Deep knowledge of retail and industrial distribution channels.
• Exceptional communication skills to convey Fluke’s value clearly to technical and executive audiences.
• Demonstrated success in meeting growth objectives using data-driven sales techniques, CRM tools, and value-based selling.
• Willingness to travel up to 25% within the region for customer engagement and sales growth initiatives.

Required Qualifications and Experience

• Bachelor’s degree in Business Management, Engineering, or Science disciplines; MBA is advantageous.
• Minimum of five years' experience in technical B2B sales or commercial roles.
• Background in selling technical and industrial products.
• Proven track record of expanding key account business and fostering lasting customer relationships.
• Experience with value-based sales strategies, cross-selling, and prospecting new business opportunities.
• Ability to interpret and communicate data insights effectively across business and technical teams.
• Advanced proficiency in Microsoft Excel and familiarity with data visualization platforms such as Tableau or similar BI tools; knowledge of PowerBI is preferred.

Additional Information

This role offers a distinctive chance to have a visible and direct influence on Fluke’s field sales growth within a crucial and high-potential region.

Fluke is a global leader in software, test tools, and supportive technologies committed to reliability, quality, and safety. As a subsidiary of Fortive Corporation, Fluke combines innovative startup energy with the resources of a Fortune 500 enterprise, emphasizing individual and team growth.

Fortive Corporation values diversity and is an equal opportunity employer, encouraging applicants from all backgrounds. Reasonable accommodations are provided for individuals with disabilities during the application process.

This position includes eligibility for a bonus scheme as part of the overall compensation package.