National Account Manager – Strategic Distributor Accounts

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

📋 Description

• Take charge of and cultivate Fluke's relationships with leading Electrical Distributor accounts throughout North America.

• Act as the main point of contact for account planning and execution.

• Create and implement annual account plans that align with distributor priorities and Fluke's growth objectives.

• Spearhead joint business planning initiatives, setting revenue targets, market share goals, and performance metrics.

• Ensure precise forecasting, pipeline visibility, and account planning activities.

• Build and nurture relationships across distributor headquarters, branches, regions, and functional teams.

• Collaborate with field sales teams to enhance alignment and strengthen account execution.

• Assist in channel programs, promotions, training initiatives, and marketing campaigns.

• Gain insights into the distributor's go-to-market model, branch network, category management practices, and sales processes.

• Conduct business performance analysis, monitor POS trends, manage inventory, and provide profitability recommendations.

• Identify growth opportunities within key vertical markets through account analysis and market insights.

• Perform regular business reviews to assess progress against growth objectives.

• Track customer, market, and competitive activities while developing strategies to capture market share.

• Leverage AI-enabled productivity and analytics tools to guide account decision-making.

• Collaborate with Channel Marketing, Product Management, Finance, and Sales Leadership to align resources and investments.

• Work with internal teams to address customer issues and enhance partner satisfaction.

• Promote the adoption of programs that enhance sales effectiveness and customer engagement.

⛳️ Requirements

• A minimum of 5 years of experience in channel sales, national account management, or distribution.

• Proven experience managing Wesco or another large national electrical distributor.

• Exceptional relationship-building and communication skills, with the ability to collaborate effectively across teams and functions.

• Strong understanding of the electrical distribution, industrial supply, test and measurement, and related industrial technology markets.

• Experience with sales data analytics, CRM systems, forecasting, and business planning tools.

• Demonstrated capability to manage multiple priorities and meet business objectives.

• Proficient in analyzing business performance data and translating insights into actionable plans.

• Proven track record of achieving or surpassing assigned account growth and revenue targets.

• Willingness to travel up to 40% to support partner engagement, business reviews, and account development.

• Established network within the electrical distribution sector.

• Experience in leading joint business planning initiatives and executing multi-year growth strategies.

• Strong financial acumen, with experience in managing pricing strategies, rebate programs, and profitability objectives.

• Familiarity with AI-assisted productivity and analytics tools.

🏝️ Benefits

• Flexible remote work arrangement.

• Coaching and support for growth into broader strategic account leadership over time.