Technical Sales Manager - Field Sales FCAL

Technical Sales Manager - Field Sales FCAL UK (South)

Location: UK (South)
Reports to: Sales Director - EMEA

Company Overview:
Fluke Calibration (FCAL), a division of Fluke Corporation within the Fortive Group, is a global leader in calibration instruments, 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 (FCAL) solutions focus on electrical calibration (ECAL), pressure calibration (PCAL), temperature calibration (TCAL), calibration software, and Fluke Premium Care.

As part of the Fortive family, we promote a culture of collaboration, innovation, and continuous improvement, empowering our teams to drive results and deliver impactful solutions to our customers worldwide.

Position Summary:

The Technical Sales Manager - Field Sales FCAL is responsible for driving revenue growth, expanding market share, identifying new business opportunities, and promoting Fluke's New Product Introductions (NPIs) across the territory in the South of the UK. Reporting to the Sales Director - EMEA, this role is accountable for achieving assigned bookings and revenue targets by identifying prospects, expanding customer relationships, and driving market adoption of Fluke's products, services, and software solutions.

This role requires a strong combination of sales acumen, technical expertise, and the ability to promote new technologies effectively. The Sales Engineer will manage the territory, develop a robust pipeline, and ensure the successful introduction and adoption of new products in the market.

Key Responsibilities:

• Sales Accountability & Revenue Growth:
  • Own and be accountable for achieving sales targets across ECAL, PCAL, TCAL, and Fluke Premium Care (FPC) portfolios.
  • Provide technical consultation to customers, helping them select the right FCAL products for specific applications.
  • Develop and execute a comprehensive sales strategy that includes targeting both new prospects and expanding relationships with existing customers.
  • Actively pursue and close sales opportunities by positioning Fluke's test and measurement solutions as the best fit for customer needs.
  • Maintain a strong sales pipeline by generating and qualifying leads, following up on opportunities, and managing the full sales cycle from initial contact to contract closure.
• Prospecting & New Business Development:
  • Identify, engage, and nurture relationships with prospective customers in target verticals such as calibration laboratories, energy, semiconductor industry, and industrial manufacturing.
  • Conduct market research to identify key prospects and business opportunities within the region.
  • Develop and implement a territory plan to maximize market coverage, prospect engagement, and account acquisition.
  • Lead efforts to expand Fluke's footprint by converting prospects into long-term, loyal customers.
• New Product Introduction (NPI) Growth:
  • Drive the successful introduction and adoption of Fluke's NPIs in the market, promoting their value and differentiation to both existing and new customers.
  • Collaborate with the product management and marketing teams to effectively position NPIs in the market.
  • Educate customers on new products, providing technical expertise and conducting demonstrations to showcase features and benefits.
  • Monitor NPI performance and market feedback, reporting insights and opportunities back to the product team.
• Territory Management & Customer Engagement:
  • Develop and manage a territory plan focused on increasing Fluke's market penetration and acquisition of new customers.
  • Build strong, lasting relationships with customers, acting as their trusted advisor for Fluke's portfolio.
  • Regularly engage with key decision-makers and stakeholders to understand their business challenges and offer tailored solutions.
  • Ensure customer satisfaction and maintain long-term partnerships by delivering excellent service.
• Collaboration & Sales Enablement:
  • Work closely with the Sales Director and internal teams to align on sales strategies and product positioning.
  • Sales Performance Reporting & Market Insights:
    • Track and report on key sales metrics, including bookings, revenue, and pipeline growth.
    • Use CRM tools to manage customer accounts, track prospects, and forecast accurately.
    • Provide regular updates to the Sales Director on territory performance, including successes and challenges.

Qualifications:

• Experience & Skills:
  • Minimum of 5-10 years of technical sales experience in direct sales or managing key accounts, with a proven track record of meeting or exceeding sales targets.
  • The ideal candidate has a strong background in metrology in sales or in a calibration laboratory.
  • Deep understanding of the calibration market (ECAL, PCAL, TCAL) and associated service offerings is highly desirable.
  • Strong ability to drive new business development and manage a territory effectively.
  • Proven success in managing complex sales cycles, including product introduction and market adoption.
  • Excellent communication, presentation, and negotiation skills.
  • Experience with CRM tools and sales reporting.
• Technical Acumen:
  • A bachelor's degree in engineering (electrical, mechanical, or related fields) or equivalent experience is preferred.
  • Knowledge of metrology.
  • Ability to quickly learn and articulate the value of new technologies and products.

Competencies:

• Sales-Driven: Results-oriented with a focus on meeting and exceeding sales and revenue targets.
• Customer-Focused: Deep understanding of customer needs, with a passion for delivering value through tailored solutions.
• Prospecting & NPI Leadership: Strong track record of identifying new business opportunities and driving the adoption of new products.
• Technical Expertise: Ability to effectively position Fluke's technical solutions to address customer challenges.
• Collaboration: Works well with cross-functional teams to align sales strategies and deliver customer value.
• Adaptability: Thrives in a fast-paced sales environment, quickly adapting to changes in the market or customer needs.