Director, Field Sales – Industrial Group

Job not on LinkedIn

🔥 0 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

🏙️ Outside Sales

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👻 Ghost score 10%

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Fortive

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 2016

🏥 Healthcare

🏭 Manufacturing

📦 Logistics

💰 Post-IPO Equity on 2020-03

Healthcare • Manufacturing • Logistics

Fortive is a global industrial technology company that specializes in delivering advanced healthcare solutions, intelligent operating solutions, and precision technologies. With a team of 18,000 employees, Fortive works on solving tough technical challenges, empowering safer, smarter, and more efficient industrial operations. The company emphasizes sustainability, integrity, and continuous improvement, striving for a future that's stronger, safer, and smarter. Fortive has been recognized as one of America's Most Responsible Companies, demonstrating its commitment to positive social and environmental impact.

📋 Description

• Lead all field sales activity across the United States and manage five District Sales Managers • Lead frontline territory sales teams with accountability for bookings, point-of-sale growth, funnel creation and conversion, market-share expansion, and customer retention • Establish field operating rhythms covering forecasting, funnel discipline, territory design, and performance management • Coach, develop, mentor, evaluate, and appraise District Sales Managers and district performance • Diagnose performance gaps, implement root-cause countermeasures, and drive accountability • Maintain close engagement with customers, frontline sellers, and channel partners through in-market leadership • Develop and execute Americas industrial commercial field strategy through district plans, coverage models, and quotas • Shape territory design, coverage, resource allocation, and responses to market shifts • Identify underpenetrated segments, geographies, and product categories and direct growth efforts • Analyze competitive activity, pricing dynamics, and displacement risk • Own forecast accuracy, pipeline integrity, funnel reviews, conversion velocity, and sales operating mechanisms • Drive demand-generation lead follow-through and use data to manage win rates, funnel additions, closed-won trends, coverage ratios, backlog conversion, and delivery risk • Build relationships with key customers and executive stakeholders and lead Key Account Reviews • Strengthen joint execution with electrical and industrial distribution partners through planning, joint selling, workshops, and lunch-and-learn programs • Champion end-to-end customer experience and resolve service, calibration, fulfillment, order support, and commercial barriers • Influence specifications, standards, and approved-vendor decisions at large end users, contractors, and utilities • Partner with Marketing, Product Management, Sales Enablement, Service, Operations, Customer Support, Channel, and National Account teams • Translate customer insights into messaging, positioning, campaigns, product improvements, training, and innovation priorities • Recruit, retain, and cultivate sales talent and build succession benches for leadership roles • Build engagement and cohesion across a geographically distributed, largely remote sales team • Reinforce accountability, continuous improvement, safety, and integrity-first customer engagement

🎯 Requirements

• 10+ years of progressive sales and sales leadership experience in a dynamic, matrixed organization • Experience leading second-line managers • Ability to lead through growth, change, and ambiguity while maintaining engagement, accountability, and performance • Success creating highly engaged teams through empowerment, coaching, and talent development • Ability to build collaborative cross-functional relationships and incorporate diverse perspectives • Track record driving bookings and revenue growth, customer expansion, and market-share gain through a distributed field sales organization • Change management and cross-functional collaboration experience in a commercially complex environment • Experience owning organizational-level forecast accuracy, funnel management, and CRM discipline • Experience using customer insights and market trends to influence commercial strategy, solution development, or go-to-market innovation • Experience selling through and with distribution channel partners and building joint go-to-market motions with distributors and contractor networks • Strong executive presence and potential for succession into Vice President or General Manager roles • Record of building engagement across a virtual sales team while recruiting, retaining, and developing sales talent • Excellent analytical skills and business judgment • Strong leadership and sales competence with a hands-on mentality • Ability to operate in structured processes and ambiguous build-it-from-scratch situations • Willingness to travel up to 50% across North America • Bachelor's degree required • Preferred: direct experience in test and measurement, electrical or industrial equipment, industrial maintenance and reliability, or adjacent technical industries • Preferred: familiarity with electrical troubleshooting, preventive and predictive maintenance, power quality analysis, thermal imaging, and condition monitoring • Preferred: experience selling into data centers, distributed energy and EV charging, utilities and power generation, or advanced manufacturing • Preferred: experience with national and regional electrical or industrial distribution partners and national account structures • Preferred: experience influencing standards, specifications, or approved vendor lists • Preferred: experience improving sales productivity through process design, tooling, analytics, or commercial operating systems • Preferred: experience building or scaling business development, specialist, or vertical-focused selling resources • Preferred: exposure to workforce development, technical education, or early-in-career channel programs • Preferred: experience in continuous-improvement or business-system-driven environments • MBA or advanced degree preferred

🏖️ Benefits

• Opportunity to shape commercial strategy and influence growth across Fluke's industrial customer segment • Career upside and succession pathway toward Vice President or General Manager roles within Fluke and Fortive • Meaningful growth opportunities and leadership development • Continuous learning and development culture • Equal opportunity employment • Reasonable accommodations for applicants with disabilities