Director, Field Sales – Industrial Group

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee all field sales operations throughout the United States and supervise five District Sales Managers.

• Direct frontline territory sales teams with responsibilities for bookings, point-of-sale growth, funnel creation and conversion, market-share expansion, and customer retention.

• Establish field operating rhythms that include forecasting, funnel discipline, territory design, and performance management.

• Mentor, coach, develop, evaluate, and appraise District Sales Managers and their respective district performance.

• Identify performance gaps, implement root-cause countermeasures, and ensure accountability.

• Maintain strong engagement with customers, frontline sellers, and channel partners through active in-market leadership.

• Develop and implement the Americas industrial commercial field strategy via district plans, coverage models, and quotas.

• Shape territory design, coverage, resource allocation, and responses to shifts in the market.

• Identify underpenetrated segments, geographies, and product categories, directing growth initiatives accordingly.

• Analyze competitive activities, pricing dynamics, and risks associated with displacement.

• Ensure forecast accuracy, pipeline integrity, funnel reviews, conversion velocity, and sales operating mechanisms are maintained.

• Drive demand-generation lead follow-through and utilize data to manage win rates, funnel additions, closed-won trends, coverage ratios, backlog conversion, and delivery risk.

• Cultivate relationships with key customers and executive stakeholders while leading Key Account Reviews.

• Enhance joint execution with electrical and industrial distribution partners through strategic planning, joint selling, workshops, and lunch-and-learn programs.

• Advocate for an end-to-end customer experience and address any service, calibration, fulfillment, order support, and commercial barriers.

• Influence specifications, standards, and approved-vendor decisions among large end users, contractors, and utilities.

• Collaborate with Marketing, Product Management, Sales Enablement, Service, Operations, Customer Support, Channel, and National Account teams.

• Transform customer insights into effective messaging, positioning, campaigns, product enhancements, training, and innovation priorities.

• Recruit, retain, and nurture sales talent while establishing succession plans for leadership roles.

• Foster engagement and cohesion within a geographically distributed, predominantly remote sales team.

• Reinforce accountability, continuous improvement, safety, and integrity-first customer engagement.

⛳️ Requirements

• 10+ years of progressive experience in sales and sales leadership within a dynamic, matrixed organization.

• Proven experience in leading second-line managers.

• Capability to lead through growth, change, and ambiguity while sustaining engagement, accountability, and performance.

• Successful track record in building highly engaged teams through empowerment, coaching, and talent development.

• Ability to cultivate collaborative cross-functional relationships and incorporate diverse perspectives.

• Demonstrated history of driving bookings and revenue growth, customer expansion, and market-share increase through a distributed field sales organization.

• Experience in change management and cross-functional collaboration within a commercially complex environment.

• Proven experience in maintaining organizational-level forecast accuracy, funnel management, and CRM discipline.

• Proficient in utilizing customer insights and market trends to influence commercial strategies, solution development, or go-to-market innovations.

• Experience in selling through and with distribution channel partners and developing joint go-to-market strategies with distributors and contractor networks.

• Strong executive presence with potential for advancement into Vice President or General Manager positions.

• Proven ability to engage a virtual sales team while recruiting, retaining, and developing sales talent.

• Excellent analytical skills combined with sound business judgment.

• Strong leadership and sales capabilities with a hands-on approach.

• Ability to function within structured processes and in ambiguous, build-it-from-scratch situations.

• Willingness to travel up to 50% across North America.

• Bachelor's degree is required.

• Preferred: direct experience in test and measurement, electrical or industrial equipment, industrial maintenance and reliability, or related technical sectors.

• Preferred: familiarity with electrical troubleshooting, preventive and predictive maintenance, power quality assessment, thermal imaging, and condition monitoring.

• Preferred: experience in selling to data centers, distributed energy and EV charging, utilities, and power generation, or advanced manufacturing.

• Preferred: experience working with national and regional electrical or industrial distribution partners and national account frameworks.

• Preferred: experience in influencing standards, specifications, or approved vendor lists.

• Preferred: experience in enhancing sales productivity through process design, tooling, analytics, or commercial operating systems.

• Preferred: experience in building or scaling business development, specialist, or vertically-focused sales resources.

• Preferred: exposure to workforce development, technical education, or early career channel programs.

• Preferred: experience in continuous improvement or business-system-driven environments.

• MBA or advanced degree is preferred.

🏝️ Benefits

• Opportunity to influence commercial strategy and drive growth within Fluke's industrial customer segment.

• Potential for career advancement and succession opportunities toward Vice President or General Manager roles within Fluke and Fortive.

• Meaningful opportunities for growth and leadership development.

• A culture that emphasizes continuous learning and development.

• Commitment to equal opportunity employment.

• Reasonable accommodations available for applicants with disabilities.