Distribution Account Manager FCAL Europe

Company Overview

Fluke Calibration (FCAL), a division of Fluke Corporation within the Fortive Group, is a global leader in calibration instruments, equipment, software, and services. Our products provide unmatched precision, reliability, and innovation, ensuring the highest standards of measurement accuracy. Fluke Calibration serves industries that demand excellence in calibration, including industrial manufacturing, aerospace, healthcare, and more.

Fluke Calibration (FCAL) solutions is focusing on electrical calibration (ECAL), pressure calibration (PCAL), temperature calibration (TCAL), calibration software, and Fluke Premium Care.

As part of the Fortive family, we promote a culture of collaboration, innovation, and continuous improvement, empowering our teams to drive results and deliver impactful solutions to our customers worldwide.

Position Summary

The Distribution Account Manager – Europe is a vital role responsible for developing and managing relationships with Fluke Calibration’s distribution partners across the European region. This role is key in driving revenue growth, expanding market share, and supporting the distributor channel to ensure alignment with Fluke Calibration’s strategic objectives.

Reporting to the Sales Director – EMEA, this role is accountable for achieving assigned bookings and revenue targets via distribution partners of Fluke’s products, services, and software solutions.

The ideal candidate for the Distribution Account Manager – Europe role brings a strong blend of technical understanding and commercial channel management experience. A strategic thinker with ability to grow distribution networks across diverse European markets.

Strong communication skills, cultural adaptability, and fluency in English, with additional languages as a plus, are essential for building trusted relationships. The role demands a self-motivated, results-driven individual comfortable working independently and traveling regularly.

Key Responsibilities

As the Distribution Account Manager – Europe, you will play a critical role in driving growth and deepening engagement across Fluke FCAL European distribution network. Your responsibilities will include:

Account Management & Partner Development

• Build, maintain, and strengthen long-term relationships with (existing) distribution partners throughout Europe. Act as a trusted advisor and primary contact, ensuring alignment with Fluke’s values, goals, and market strategies.
• Conduct market assessments to determine areas of opportunity and recommend new partnerships accordingly.
  
  

Business Planning & Execution

• Develop and implement territory business plans and partner growth strategies that support overall sales objectives. Work closely with distributors to set clear goals, track performance, and identify joint business opportunities.
• Continuously assess distributor performance through data analysis and regular business reviews (QBR). Provide accurate forecasts, funnel updates, and actionable insights to internal stakeholders to support regional sales strategy.
  
  

Sales Enablement & Marketing Collaboration

• Collaborate with the marketing and product management teams to drive targeted demand generation campaigns and raise product awareness within the channel.
• Deliver product training, marketing materials, and competitive positioning tools to support distributor success.
  
  

Commercial Negotiation, Compliance & Governance

• Serve as the escalation point for pricing, contractual matters, and business challenges. Lead commercial negotiations in close collaboration with internal sales leadership and legal, compliance & contract management teams.
• Compliance & Governance: Ensure full compliance with Fluke’s distribution agreements, pricing policies, and ethical business standards. Promote best practices and ensure alignment with corporate requirements across all partner activities.
  
  

Travel & Field Engagement

• Regularly travel within Europe (approximately 30–50%) to meet with partners, conduct training, attend industry events, and strengthen in-market presence.
  
  

Qualifications

• Bachelor’s degree in Engineering, Business, or a related field.
• 10+ years of direct sales and/or channel management experience, preferably in test and measurement or calibration equipment.
• The ideal candidate as a strong background in metrology in sales and/or calibration laboratory.
• Experience in managing a multi-country distribution network.
• Strong analytical, communication, and negotiation skills.
• Ability to work independently and collaboratively in a matrixed, international environment.
• Fluent in English is a must; additional European languages are a strong asset.
• Proficient in CRM tools (e.g. MSD, PowerBI)
  
  

Experience & Skills

• Deep understanding of the calibration market (ECAL, PCAL, TCAL) and associated service offerings like Fluke Premium Care (FPC) is highly desirable.
• Proven success in understanding and managing complex sales cycles in project driven business.
• Excellent interpersonal skills for building trust with distributors and internal stakeholders.
• Experience with CRM tools and sales reporting.
• Collaboration: Works well with cross-functional teams and partners to align sales strategies and deliver customer value.
• Adaptability: Thrives in a fast-paced sales environment, quickly adapting to changes in the market or customer needs.
• Proven success in managing and growing distribution channels across multiple countries or key account management.
• Strategic Thinking: Ability to build and execute channel growth plans aligned with regional and global sales targets.
• Competence in territory segmentation, market development, and competitive positioning.
  
  

Fortive Corporation Overview

Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. 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 groundbreaking sustainability solutions.

We are a diverse team 17,000 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.

We Are an Equal Opportunity Employer. Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at applyassistance@fortive.com.

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.

We Are an Equal Opportunity Employer. Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at applyassistance@fortive.com.