Country Manager

Job Purpose:
The Regional Commercial Leader will be instrumental in driving the strategic growth plan (hardware and software sales) to deliver top line growth, profitability, and market share gains. Reporting directly to EMEA High Growth Markets Leader, this role is responsible for translating organizational priorities into defined actions for sales, marketing, service, and field sales managers. They will also be responsible for actively engaging new customers in new verticals to drive market expansion, and generate revenue, to achieve sales and service targets.

Primary Responsibilities:

• Develop and execute a regional sales plan aligned to the strategic priorities of the high growth markets commercial team.
• Support the delivery of Fluke implementation, according to the Phase Plan.
• Drive customer engagement across the region through voice of customer feedback.
• Build and champion a high-performance sales team and create a place people want to work.
• Manage and create followership through transformation; create a vision to align stakeholder engagement.
• Work in tandem with Global Service Sales Manager, to deliver a combined sales/service growth strategy.
• Drive change through process and metrics-driven directorship.
• Work with other colleagues to provide a coordinated approach for Fluke Reliability.
• Deliver consistent high market growth through the identification of new customers, verticals and market opportunities.
• Execute a Go-to-market strategy that delivers consistent, long-term revenue growth and market share gains.
• Use Fortive Business System tools to manage funnel effectively through sales stage to close.
• 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.
• Work proactively with sales coordinators, finance, compliance, and customer service to ensure customer satisfaction.
• Share customer feedback with Service, Marketing, R&D/Engineering, Product Management.
• Carry out product demonstrations and presentations to create new opportunities.
• Ensure funnel management is a fundamental behavior across the commercial team.
• Expand customer contact database by working on market visibility actions and new verticals.
• Ensure the team provides training and technical support to customers.
• Utilize value-selling methodology and tools.
• Build competitor strategy and increase market share in key vertical markets.

In terms of the performance and personal skills required for the position, we would highlight the following:

Setting Strategy

• The ability to create and articulate an inspiring vision for the organization, for the areas s/he is directly responsible for.
• The inclination to seek and evaluate data from a variety of sources to support decisions and to align others with the organization’s overall strategy.
• 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.

Executing for Results

• The ability to set clear and challenging goals while committing the organization to improved performance; tenacious and accountable in driving results.
• Comfortable with ambiguity and uncertainty; the ability to adapt nimbly and lead others through complex situations.
• A risk-taker who seeks data and input from others to foresee possible threats or unintended circumstances from decisions; someone who takes smart risks.
• 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.

Leading Teams

• The ability to attract and recruit top talent, motivate the team, delegate effectively, celebrate diversity within the team, and manage performance; widely viewed as a strong developer of others.
• The ability to persevere in the face of challenges and exhibit a steadfast resolve and relentless commitment to higher standards, which commands respect from followers.
• A leader who is self-reflective and aware of his/her 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.

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 energetic 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 with minimum 15 years of sales/engineering/management experience – from individual contributor to leader
• At least 5 years managing sales teams, cultivating collaborative and productive relationships with both customers and internal stakeholders
• Demonstrated ability to successfully balance the achievement of short-term objectives (quarterly orders/sales objectives, expense management, etc.) with longer-term strategic goals
• Bias for action with strong results orientation; Willingness to take a critical view of stretch goals and initiatives to drive breakthrough results
• Proven history of attracting, retaining and developing high performance sales managers
• Strong executive communication and presence
• Demonstrated high-intensity, high-initiative approach towards owning and growing the business
• Proficiency with the test and measurement industry or an adjacent field
• Advanced CRM/funnel management skills

Please upload your resume and motivational letter as one PDF file.

Using your first and your last name as file name.

Example: firstname.lastname.pdf. Fortive is a diversified industrial growth company comprised of global businesses that are recognized leaders in attractive markets. With more than $6 billion in annual revenues, Fortive’s well-known brands hold leading positions in field instrumentation, transportation, sensing, product realization, automation and specialty, and franchise distribution.

Fortive is headquartered in Everett, Washington and employs a team of more than 24,000 research and development, manufacturing, sales, distribution, service and administrative employees in more than 40 countries around the world. Our team grows by tackling challenges that accelerate progress and further their careers. With a culture rooted in continuous improvement, the core of our company’s operating model is the Fortive Business System. For more information please visit: www.fortive.com .

Fluke Corporation is the world leader in the manufacture, distribution and service of electronic test tools and software. We are a dynamic market leader with sound financial health. Fluke has achieved the number one or number two position in every market in which it competes. The Fluke brand has a reputation for portability, ruggedness, safety, ease of use and rigid standards of quality. A wholly owned subsidiary of Fortive Corporation ( www.fortive.com ), Fluke is a multi-national corporation headquartered in the greater Seattle area. We offer an entrepreneurial environment that is team-centered, customer-driven, quality-focused, and growth-oriented. It is driven by the phenomenally successful Fortive Business System. Working at Fluke gives you access to a robust career development process and challenging, “stretch” opportunities