Channel National Accounts Manager – MRO
Fortive
full-time
Posted on:
Location Type: Remote
Location: Texas • United States
Visit company websiteExplore more
About the role
- Drive growth across major MRO distribution partners, focusing on expanding share-of-wallet and strengthening Fluke’s position in the market.
- Lead joint business planning with assigned distributors, establishing performance objectives, financial targets, and program milestones.
- Develop and execute comprehensive account strategies that align distributor capabilities with Fluke’s strategic priorities and growth targets.
- Demonstrate strong understanding of MRO distributor go‑to‑market models, including integrated supply, branch networks, and digital/eProcurement pathways.
- Build strong productive relationships with key personnel across Product Management, Sales Management, Procurement, and Operations.
- Partner closely with the aligned Channel Marketing Manager to prioritize, develop, and optimize marketing initiatives tied to account strategy.
- Provide business performance analysis, accurate sales forecasting, and visibility into POS, inventory trends, and category performance.
- Achieve assigned targets for profitable sales volume and strategic objectives within assigned accounts.
- Monitor customer, market, and competitor activity and recommend strategic actions to leadership.
- Elevate senior-level relationships and engage with merchandising, category management, field sales leadership, and eCommerce teams.
- Drive adoption of company programs and field alignment strategies that support strategic account objectives.
- Collaborate with Marketing and Product Groups to ensure programs, promotions, and messaging align to strategic growth plans.
- Travel up to 40%, including distributor partner engagements, customer visits, team meetings, and occasional industry events.
Requirements
- 6 +years of channel management experience, preferably within industrial, MRO, safety, electrical, or test & measurement distribution channels.
- Strong understanding of MRO distribution models, value propositions, and market dynamics.
- Exceptional interpersonal, communication, and writing skills, with the ability to engage effectively at all levels.
- Strong problem‑solving, prioritization, and strategic planning abilities.
- Ability to utilize modern AI tools (AI‑assisted analytics, summarization, forecasting, content creation) to enhance productivity and account management effectiveness.
- Proficiency in Microsoft Word, Excel, and Outlook.
- Comfort taking calculated risks to drive continuous improvement and exceed growth targets.
- Strong negotiation skills with the ability to achieve mutually beneficial outcomes.
- Demonstrated personal integrity and sound judgment.
- Bachelor’s degree preferred in business, engineering, or marketing.
Benefits
- Health insurance
- 401(k) matching
- Flexible work hours
- Paid time off
- Professional development opportunities
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
channel managementaccount strategiesbusiness performance analysissales forecastingstrategic planningnegotiation skillsproblem-solvingprioritization
Soft Skills
interpersonal skillscommunication skillswriting skillsstrategic thinkingrelationship buildingintegritysound judgment