Technical Sales Manager Defense Specialist EU

Technical Sales Manager Defense Specialist EU

Location: Remote - Europe

Reports to: Sales Director FCAL EMEA

Position Summary

The Technical Sales Manager Defense Specialist is a commercial and technical role responsible for driving growth of Fluke Calibration Portfolio within defense military aerospace primes contractors and government sectors. It is a hybrid role. This includes direct business development managing strategic accounts influencing defense procurement and expanding channel partner capabilities.

This role is key in driving revenue growth expanding market share and supporting the distributor channel to ensure alignment with Fluke Calibrations strategic objectives.
Reporting to the Sales Director EMEA this role is accountable for achieving assigned revenue targets in the defense sector in corporation with distribution partners of Flukes products services and software solutions.

The ideal candidate for the role brings expertise selling into defense and related industries. Strong understanding of defense procurement cycles NATO frameworks (e.g. NSPA OCCAR) and multi-year bidding processes. Existing relationships and network in the European Defense Industry or credibility within defense metrology labs depots primes etc.
You will be responsible for identifying and shaping early-stage program opportunities influencing specifications.

This European role brings a strong blend of commercial management and technical understanding. A strategic thinker with ability to grow the defense market in corporation with our Field Application Engineers Distribution Account Sales Manager and European distribution partners.
Strong communication skills cultural adaptability and fluency in English with additional languages (e.g. German) are essential for building trusted relationships. The role demands a self-motivated result-driven individual comfortable working independently and traveling regularly. Strong in building strong relationships with internal and external stakeholders.

Key Responsibilities

As the Technical Sales Manager Defense Specialist you will play a critical role in driving growth and deepening engagement across Fluke Calibration distribution network. About 60% of the time is spent with distributors driving sales and exploring growth opportunities in the vertical and territory. Appr. 40% of the time is spent defining the strategy within the defense industry with key focus on the end-users in the industries driving awareness improving win rate and maximizing share.

Your responsibilities will include:

Account Management & Partner Development:

• Build maintain and strengthen long-term relationships with defense industry and (existing) distribution partners throughout Europe. Act as a trusted advisor and primary contact ensuring alignment with Flukes values goals and market strategies.
• Conduct market assessments to determine areas of opportunity and recommend new partnerships accordingly.
• Lead engagement with major Defense industries and customers to identify develop and capture multi-year opportunities.
• Influence program specifications and pre solicitation requirements to position Fluke Calibration solutions early in the acquisition process
• Drive funnel creation forecast accuracy and quarterly performance to meet or exceed revenue targets.

Business Planning & Execution:

• Develop and implement territory business plans and growth strategies that support overall sales objectives.

Sales Enablement & Marketing Collaboration:

• Deliver strategic plan and action plan. Collaborate with the marketing and product management teams to drive targeted demand generation campaigns and raise product awareness in the defense market.

Commercial Negotiation Compliance & Governance:

• Taking ownership in tender management processes including contractual matters and business challenges. Lead commercial negotiations in close collaboration with sales leadership and legal compliance & contract management teams.
• Compliance & Governance: Ensure full compliance with Flukes distribution agreements 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 40-60 % of your time) to meet with distribution partners customers within defense aerospace primes conduct training attend industry events exhibitions and strengthen in-market presence.
  

Qualifications

• Bachelors degree in engineering business or a related field.
• 5 10 years experience in the defense industry sales business development technical/direct sales calibration systems.
• Proven track record of building and managing strategic customer relationships with defense industry or military programs.
• Has network in the European Defense Industry experience working with MODs NATO defense primes or government procurement bodies.
• Demonstrated success in influencing early-stage program requirements and shaping strategic opportunities.
• Experience managing global/multi-country distribution partners.
• A strong background in metrology in sales and/or calibration laboratory in a defense industry is an advantage
• Exceptional communication and presentation skills with experience engaging executive and technical stakeholders.
• Fluent in English is a must additional European as German language is a strong asset.
• Ability to work independently and collaboratively in a matrixed international environment.

Key competencies

• Strategic thinking and long-term program development
• Technical credibility and solution leadership
• Customer relationship management and influence
• Cross-functional collaboration and alignment (internal and external)
• Business Acumen and disciplined forecasting
• Mission-driven focus supporting defense readiness

Defense Access & Compliance Requirements

This role involves European defense organizations such as NSPA OCCAR and National Ministries of Defense. As part of these activities candidates must be able to meet the security export-control and facility-access requirements mandated by government customers. These requirements may include eligibility for background checks security clearance processes or other access authorizations determined solely by the relevant authorities.