Senior Territory Sales Manager

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

📋 Description

• Formulate long-term strategies for account growth targeting key customers and market segments.

• Cultivate relationships with technical users, operational leaders, safety professionals, engineers, and executive stakeholders.

• Increase customer wallet share by aligning Fluke’s offerings with customer goals.

• Recognize and foster strategic growth initiatives within semiconductor, data center, EV infrastructure, renewable energy, and advanced manufacturing sectors.

• Shape regional commercial priorities utilizing market intelligence, competitive insights, and customer trends.

• Spearhead cross-functional projects that enhance commercial effectiveness, customer engagement, and market penetration.

• Test and assess new commercial strategies, technologies, and go-to-market approaches.

• Advocate for Fluke products to meet or surpass sales targets.

• Strategize territory saturation and boost market share across Bay Area growth sectors.

• Identify customer challenges and offer solutions through Fluke products, software, services, and emerging technologies.

• Collect and disseminate Voice of Customer insights.

• Employ data, analytics, and market intelligence to prioritize territorial activities.

• Host end users and oversee the sales cycle from initial meeting to closing.

• Seek out new business opportunities.

• Prepare and present sales proposals and contracts.

• Provide product demonstrations, technical support, and training sessions.

• Act as a subject matter expert and technical advisor.

• Develop relationships with distribution partners and end users.

• Support trade shows, seminars, and onsite training initiatives.

• Mentor less experienced sales professionals and share best practices.

• Maintain records in Dynamics CRM, manage pipelines, and provide updates on opportunities.

• Utilize Microsoft Suite and Power BI for planning, analysis, and reporting purposes.

• Conduct remote meetings and engage customers via digital tools.

• Operate remotely from a home office while traveling throughout the assigned territory, dedicating approximately 60% of time to face-to-face meetings.

⛳️ Requirements

• Over 10 years of successful experience in technical, industrial, electrical, automation, or solution-oriented sales environments.

• Proven expertise in strategic account planning and complex multi-stakeholder sales.

• Experience in influencing business strategy through customer insights and market intelligence.

• Established ability to lead cross-functional initiatives without direct authority.

• Recognized as a trusted advisor by customers, business partners, and internal stakeholders.

• Demonstrated success managing a territory with a high degree of autonomy, accountability, and ownership.

• Proven ability to identify customer needs, build business cases, and deliver value through consultative selling.

• Experience selling technical solutions to industrial end users.

• Proven capability to work through distributor networks and engage directly with end users.

• Strong skills in building customer relationships and developing new business opportunities.

• Bachelor’s degree in Engineering, Business, or a related technical field (or equivalent experience).

• Must reside in or be willing to relocate to the San Francisco Bay Area.

• Must be able to lift 30 pounds on a daily basis.

• Experience in selling electrical test and measurement, thermal imaging, or calibration tools is preferred.

• Existing relationships within Bay Area technology, utility, data center, or semiconductor sectors are preferred.

• Familiarity with EV/EVSE infrastructure testing and commissioning is preferred.

• Experience with CRM tools and data-driven territory planning is preferred.

• Experience leveraging data, analytics, and continuous improvement methodologies is preferred.

• A track record of developing innovative strategies that deliver customer value and accelerate business growth is preferred.

• Demonstrated learning agility and adaptability in dynamic and evolving markets is preferred.

• All external hiring is contingent upon the successful completion of a pre-employment drug screen and background check.

🏝️ Benefits

• Comprehensive medical, dental, and vision benefits.

• 401k matching.

• Tuition reimbursement.

• Paid vacation and sick leave.

• Family leave.

• Company vehicle, laptop, and phone.