Key Account Manager

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Fortive

WebsiteLinkedInAll Job Openings

10,000+ employees

🔧 Hardware

🤝 B2B

⚡ Energy

💰 $1.3G Post-IPO Debt - Fortive on 2024-02

Hardware • B2B • Energy

Fortive is a diversified industrial technology company that brings together industry-leading precision-technology businesses to develop instrumentation, sensing, motion control, test & measurement, and engineered systems that enable electrification, digitization, and high-reliability applications across semiconductors, power grids, healthcare, aerospace, and other industrial markets. The company emphasizes engineering, R&D, continuous improvement, and operational excellence across a portfolio of specialized companies (e. g. , Tektronix, Qualitrol, Dover Motion) to deliver B2B hardware solutions and services to industrial customers worldwide.

📋 Description

• Cultivate and deepen relationships with key account holders across EMEA, engaging stakeholders and building trust through regular check-ins and proactive value-add • Conduct quarterly strategic reviews with key accounts, assessing performance metrics and co-creating actionable roadmaps with clear objectives and KPIs • Maintain accurate forecasts of strategic accounts and gather direct feedback to keep solutions aligned with evolving customer needs and priorities • Grow distributor relationships across EMEA markets by balancing manufacturer and intermediary commitment through stretch targets, action plans, and incentives • Negotiate contracts and pricing agreements with key customers, ensuring terms are mutually beneficial and consistent with company objectives • Serve as a subject-matter expert in relevant industries, staying current on EMEA market trends, competitors, and regulatory issues across the region's varied jurisdictions • Maintain accurate records of customer interactions, sales activities, and deal information in CRM • Drive new business acquisition across EMEA by identifying, targeting, and converting prospective accounts in industrial automation, motion control, and power transmission segments (focus on introducing Power Components business in EMEA) • Build and execute a country/region-based sales strategy that prioritizes high-potential verticals and maps decision-makers within target OEMs, panel builders, and end users across key EMEA markets • Develop a robust pipeline of qualified opportunities through direct prospecting, channel partner activation, and trade show/industry event engagement, owning the full sales cycle from lead generation through contract close • Work closely with product management and engineering teams to position our solutions against customer application requirements, translating technical specs into business value for prospects • Monitor the competitive landscape and customer trends across EMEA to inform product roadmap and pricing strategy feedback to the broader SPT organization • Travel as needed (likely 40-50%, reflecting the geographic spread of EMEA) to meet prospects, attend trade shows, and support key account development across multiple countries • Identify Gaps in cross BU customer base and conduct joint visits with cross BU sales team • Implement the Ralliant Business System (RBS) tools and methodologies to drive operational excellence and continuous improvement in the sales process • Engage in regular training and upskilling sessions to stay updated on RBS methodologies • Facilitate brainstorming sessions, using RBS principles, to identify bottlenecks and provide innovative solutions

🎯 Requirements

• Master's/Bachelor's degree in an Engineering-related discipline required, preferably Electrical, Mechanical, or Electronics Engineering • Proven results achieving and exceeding sales goals and targets • 7+ years of sales experience focused on key account management and business development within industrial automation, electromechanical components, or motion control/power transmission products, ideally with direct exposure to power components • Demonstrated track record of hunting and closing new logo business (not just account management), with quantifiable results in pipeline generation and revenue growth • Strong understanding of industrial end markets relevant to SPT's brands: material handling, data centers, cranes/hoists, oil & gas, elevators, mining, or similar heavy-duty/OEM applications • Experience selling through a hybrid model of direct OEM relationships and distributor/channel partner networks across multiple EMEA countries; comfort negotiating partner agreements • Technical fluency to engage credibly with engineers and procurement on application-specific requirements (torque, speed, environmental ratings, etc.) without needing to be an engineer • Proven ability to build a sales pipeline from scratch across a multi-country territory, including cold outreach, trade show prospecting, and referral-based growth • CRM proficiency (Salesforce or similar) for pipeline management and forecasting accuracy • Strong consultative/solution-selling skills, with experience navigating long, multi-stakeholder industrial sales cycles • Fluent in English and German required; proficiency in additional European languages (French, Italian, Spanish, etc.) strongly preferred given the multi-country scope • Experience working across diverse EMEA business cultures and regulatory environments • Excellent communication and negotiation skills, comfortable presenting to both technical buyers and executive sponsors • Willingness and ability to travel extensively (>40%) across EMEA, including frequent cross-border travel • Self-starter mentality given this is a growth/hunting role rather than a maintained book of business

🏖️ Benefits

• We Are an Equal Opportunity Employer