Field Sales Director EMEA (FCal)

Company: Accruent
Location: Charlotte
Posted on: February 17, 2025

Job Description:

Field Sales Director - EMEA (Fluke Calibration)Reports to: Sr. Field Sales Director (a.i. VP EMEA)Expected Travel: 50%Company Overview:Fluke Calibration (FCAL), a division of Fluke Corporation within the Fortive Group, is a global leader in calibration tools, equipment, software, and services. Our products provide unmatched precision, reliability, and innovation, ensuring the highest standards of measurement accuracy. Fluke Calibration serves industries that demand excellence in calibration, including industrial manufacturing, aerospace, healthcare, and more.Fluke Calibration's offerings span three key verticals:

• ECAL (Electrical Calibration): Solutions supporting advanced electrical measurement instruments.
• PCAL (Pressure Calibration): High-precision equipment and software for pressure calibration.
• TCAL (Temperature Calibration): Industry-leading tools for temperature measurement and calibration.As part of Fortive, we are committed to fostering an environment of continuous improvement, innovation, and collaboration, empowering our teams to deliver outstanding results for our customers.Position Summary:The Field Sales Director - EMEA (Fluke Calibration) is a pivotal leadership role responsible for driving revenue growth, expanding market share, and executing strategic sales initiatives across the EMEA region for Fluke Calibration's ECAL, PCAL, and TCAL products, as well as service offerings, including Fluke Premium Care (FPC). Reporting to the Senior Sales Director - EMEA Field Sales, the Field Sales Director will drive, lead, and coach the Fluke Calibration sales team to achieve and exceed sales targets, ensuring alignment with corporate goals and delivering impactful results.The ideal candidate will be a strategic leader with extensive experience in technical sales, field team management, and business development, with a deep understanding of the calibration market.Key Responsibilities:
  • Sales Leadership & Team Coaching:
    • Drive, lead, and coach the Fluke Calibration sales team across the EMEA region, ensuring they are motivated, equipped, and aligned to deliver on targets.
    • Own and be accountable for achieving sales targets (bookings, revenue, and profitability) across ECAL, PCAL, TCAL, and Fluke Premium Care (FPC) portfolios.
    • Provide leadership, mentorship, and regular performance feedback to the sales team, fostering a high-performance culture focused on growth, innovation, and customer success.
    • Develop and implement individual and team development plans to improve skills, product knowledge, and sales effectiveness.
    • Responsible for OTA talent planning which includes workforce planning to ensure proper timely hand over from team members that will go into retirement.
    • Strategic Sales Execution:
      • Develop and execute comprehensive sales strategies that accelerate growth in key industries such as aerospace, automotive, pharmaceuticals, and industrial manufacturing as well as defense.
      • Lead efforts to expand market penetration, increase share of wallet with existing customers, and secure new business by identifying and targeting high-potential prospects.
      • Collaborate with sales leadership, regional teams, and cross-functional stakeholders such as marketing, sales support, finance and operations to ensure seamless execution of go-to-market strategies.
      • Territory & Market Management:
        • Oversee and manage sales operations across multiple countries within the EMEA region, ensuring regional strategies are adapted to meet local market conditions and opportunities.
        • Identify growth opportunities and develop tailored sales strategies for each calibration vertical (ECAL, PCAL, TCAL), as well as the Fluke Premium Care (FPC) service offering.
        • Maintain strong relationships with key decision-makers, stakeholders, and major accounts to ensure high customer satisfaction and long-term partnerships.
        • Customer & Channel Development:
          • Expand and grow relationships with existing customers by increasing cross-selling opportunities across calibration products and service offerings.
          • Lead initiatives to identify, engage, and secure new customers in high-value segments, leveraging both direct sales and channel partnerships.
          • Support the development and execution of channel partner strategies, ensuring optimal partner alignment with Fluke Calibration's growth goals.
          • Run professional quarterly business KPI reviews with the exclusive distributors.
          • Look for geographical expansion, either direct or through new channel partners.
          • Fluke Premium Care (FPC) Service Offering:
            • Promote and drive adoption of Fluke Premium Care (FPC) service contracts, highlighting the benefits of extended warranty, calibration services, and priority support.
            • Ensure the sales team is fully trained and equipped to position FPC as an integral value-added service that enhances customer satisfaction and equipment performance.
            • Collaborate with product and service teams to deliver consistent, high-quality customer experiences through the FPC offering.
            • NPI (New Product Introduction) Leadership:
              • Lead and coach the sales team to successfully introduce new products and services, including the FPC service offering, ensuring alignment with market needs and competitive differentiation.
              • Ensure the sales team has the knowledge and tools required to effectively promote new product features, benefits, and customer advantages.
              • Cross-Functional Collaboration:
                • Partner with product management, marketing, and operations teams to ensure sales strategies are aligned with product offerings, pricing models, and promotional initiatives.
                • Act as a liaison between the sales team and internal departments, ensuring that market feedback is used to guide product development and service improvements.
                • Provide regular feedback through PLCM review session with the global product organization
                • Collaborate with marketing to support lead generation initiatives and campaigns that build brand awareness and drive pipeline growth.
                • Sales Operations & Reporting:
                  • Ensure accurate forecasting, pipeline management, and performance tracking using CRM tools and sales reporting systems.
                  • Provide regular updates to the Senior Sales Director on the team's performance, regional sales activities, and financial progress, ensuring transparency and accountability.
                  • Continuously seek opportunities to improve the sales process, enhancing team efficiency and effectiveness.Qualifications:
                    • Experience & Skills:
                      • 10+ years of sales experience, with at least 5 years in a leadership role, ideally within technical sales or calibration, instrumentation, or test and measurement industries.
                      • Proven track record of coaching, leading, and motivating high-performing sales teams across diverse regions.
                      • Strong experience in driving sales growth, managing complex sales cycles, and exceeding revenue targets.
                      • Deep understanding of the calibration market (ECAL, PCAL, TCAL) and associated service offerings like Fluke Premium Care (FPC) is highly desirable.
                      • Experience working in the EMEA region, with knowledge of diverse market landscapes and regulatory environments.
                      • Excellent communication, negotiation, and presentation skills, with the ability to influence key stakeholders at all levels.
                      • Education:
                        • Bachelor's degree in engineering, business, or a related field is preferred; an MBA or advanced degree is a plus. Ideal candidate brings metrology experience.Competencies:
                          • Leadership: Proven ability to lead, coach, and inspire a high-performing sales team to achieve ambitious goals.
                          • Sales-Driven: Results-oriented mindset with a focus on delivering strong sales outcomes and driving customer success.
                          • Strategic Vision: Ability to develop and execute long-term strategies that align with both corporate and regional objectives.
                          • Customer-Centric: Passion for understanding and addressing customer needs, ensuring long-lasting relationships and satisfaction.
                          • Agility: Ability to navigate dynamic markets and quickly adapt strategies to capture new opportunities.
                          • Collaboration: Works effectively across functions, building strong relationships with internal teams and external partners.
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Keywords: Accruent, Charlotte , Field Sales Director EMEA (FCal), Sales , Charlotte, North Carolina