National Account Manager - Strategic Distributor Accounts

National Account Manager

Location: Americas (Remote)

Reports to: Sr. Manager, North American Commercial Sales

Role Summary

Fluke's promise to every customer is simple: always give them a little more than they paid for. As National Account Manager, you'll bring that promise to life as the primary relationship owner for Wesco, one of Fluke's largest and most strategic distribution partners — owning account plans, digging into the data, and turning insight into measurable growth. You'll own the Wesco relationship across North America, representing over $25M in annual revenue.

This is a role built on trust and autonomy: you'll own the account end to end, with the coaching and support to grow into broader strategic account leadership over time. It also rewards curiosity — using AI-enabled tools and account data to challenge assumptions, find new angles, and turn analysis into smarter, faster growth for Wesco. This is an individual-contributor role — you'll lead through influence and cross-functional collaboration, not direct reports.

Key Responsibilities

Account Strategy & Planning

• Own and lead Fluke's relationship with top Electrical Distributor accounts across North America, serving as the primary point of contact for account planning and execution.
• Develop and execute annual account plans aligned with distributor’s business priorities and Fluke's growth objectives.
• Lead joint business planning activities, establishing revenue targets, market share objectives, and performance metrics.
• Maintain accurate forecasting, pipeline visibility, and account planning activities.

Relationship & Channel Management

• Build and maintain relationships across distributor headquarters, branch, regional, and functional teams, including category management, procurement, supply chain, marketing, and sales — listening first and leading with empathy to understand what drives their business.
• Partner closely with field sales teams to improve alignment and strengthen execution across the account.
• Support execution of channel programs, promotions, training initiatives, and marketing campaigns.
• Develop a strong understanding of the distributor’s go-to-market model, branch network, category management practices, and sales processes.

Business Analysis & Performance

• Provide business performance analysis, POS trends, inventory management, and profitability recommendations.
• Identify growth opportunities within key vertical markets — including data centers, manufacturing, utilities, infrastructure, oil and gas, and energy — through account analysis and market insights.
• Conduct routine business reviews to evaluate performance against growth objectives.
• Monitor customer, market, and competitive activity, developing proactive recommendations to capture market share.
• Utilize AI-enabled productivity and analytics tools, bringing genuine curiosity to how Wesco operates and turning that insight into smarter, faster account decisions.

Cross-Functional Collaboration

• Partner closely with Channel Marketing, Product Management, Finance, and Sales Leadership to align resources and investments against distributor’s growth plans.
• Collaborate with internal teams to resolve customer issues and improve overall partner satisfaction.
• Support adoption of company programs that improve sales effectiveness and customer engagement.

Required Qualifications

• Minimum 5 years of channel sales, national account management, or distribution experience.
• Experience managing Wesco or another large national electrical distributor.
• Strong relationship-building and communication skills, with the ability to work productively across teams and functions.
• Strong understanding of 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 ability to manage multiple priorities and execute against business objectives.
• Ability to analyze business performance data and translate insights into action plans.
• Track record of meeting or exceeding assigned account growth and revenue targets.
• Willingness to travel up to 40% to support partner engagement, business reviews, and account development.

Preferred Experience & Skills

• Established network within the electrical distribution industry.
• Experience leading joint business planning initiatives and multi-year growth strategies.
• Strong financial acumen, with experience managing pricing strategies, rebate programs, and profitability objectives.
• Experience utilizing AI-assisted productivity and analytics tools.
• Bachelor's degree in Business, Marketing, Engineering, or a related field.

Fortive Corporation Overview

Fortive's essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission-critical solutions. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to advanced technologies that help providers focus on exceptional patient care.

We are a diverse team 10,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.

At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference.

At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.

At Fortive, we believe in growth. We're honest about what's working and what isn't, and we never stop improving and innovating.

Fortive: For you, for us, for growth.

About Fluke

Fluke is leading the world in creating software, test tools and technology that will support customers today and in the future. We are a customer-obsessed market leader with a strong reputation for reliability, quality and safety.A wholly owned subsidiary of Fortive Corporation (www.fortive.com), Fluke is a global corporation headquartered in the greater Seattle area. Driven by the successful Fortive Business System, Fluke offers the passion of a startup with the resources of a Fortune 500 company. We are focused on the growth of our individual employees, teams and the Fluke brand.

Pay Range
The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 125600 - 209800