Channel National Accounts Manager – MRO

Role Overview

• 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