Director, Field Sales - Industrial Group (Fluke Test & Measurement)

About this role

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.

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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.

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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.

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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…