National Account Manager - Strategic Distributor Accounts
At a glance
Mid-level Account Management role at Fortive Careers. Remote, United States · full-time.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Lead the Wesco partnership across North America, including account plans, forecasts, pipelines, and execution
- Set joint revenue, share, and performance goals with the distributor, then review progress against them
- Build relationships with Wesco headquarters, branches, regional groups, and functional teams
- Use POS, inventory, profitability, customer, market, and competitive information to recommend growth actions
- Coordinate with marketing, product, finance, sales, and internal service teams to improve execution and partner satisfaction
What you bring
- At least five years in channel sales, national accounts, or distribution, including Wesco or a comparable national electrical distributor
- Knowledge of electrical distribution, industrial supply, test and measurement, and adjacent industrial technology markets
- Experience using sales analytics, CRM, forecasting, and business-planning systems to turn performance data into action
- A record of delivering assigned account revenue and growth goals while managing competing priorities
- Willingness to travel as much as 40% for partner meetings, reviews, and account development
Who this fits
You'll suit an individual-contributor role where influence, relationship building, and cross-functional coordination matter more than direct management. The work centers on a major distributor account and requires comfort with data, joint planning, and account ownership. The position is remote in the United States and covers North America, with travel up to 40%.
From the employer
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.
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