Applications & Key Account Manager

Applications & Key Account Manager Europe

Location: remote / in Europe
Reports to: Sales Director EMEA

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 semiconductor aerospace & defense chemical healthcare and more.

Fluke Calibration Solutions focuses on electrical calibration pressure calibration temperature calibration software and service solutions such as 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:

We are looking for an Applications & Key Account Manager to drive the growth of our electrical calibration RF measurement calibration services and precision test & measurement solutions across Europe.

In this role you will combine technical application & metrology expertise with key account development working closely with our European distributors and sales team to support strategic customers and expand our market presence especially for electrical calibration.

This position is ideal for a technical expert who enjoys working with advanced measurement technologies supporting distributors and building long-term customer relationships in high-precision technical environments. The role bridges technical expertise and sales leadership skills.

You will engage with leading organizations in e.g. national metrology institutes calibration laboratories aerospace & defense industrial and manufacturing including semiconductor chemical and pharmaceutical industries helping them implement high-accuracy measurement calibration solutions.

The Applications & Key Account Manager is also acting as a key link between the European market and the Fluke Calibration Business Unit providing insights into market trends customer needs and product lifecycle management (PLCM). Supporting the successful launch of new product introductions to the local market through training and sales / channel enablement activities will also be a vital part of this role.

Key Responsibilities:

Applications & Technical Expertise

• Provide application and product support for electrical calibration RF measurement technology metrology and precision instrumentation.
• Deliver training to both end customers and channel on the range of Fluke Calibration solutions (both hardware and software).
• Support customers and distributors with:
  • solution selection
  • measurement and calibration applications
  • system demonstrations and workshops
• Assist in the development of applications demonstrations and technical documentation.
• Development of applications best practices and technical documentation.

Market Development

• Identify and develop opportunities in key industries including:
  semiconductor industry
  aerospace & defense
  national metrology institutes
  calibration laboratories
• Contribute to European market growth strategies together with the sales organization and distributor network.
• Collect and communicate market feedback customer requirements and competitive insights into the Fluke Calibration Business Unit.
• Identify emerging technology trends application developments and industry standards.
• Contribute to product strategy and product lifecycle management (PLCM) discussions.
• Provide information about market development forecasting and proforma numbers for new products.
• Contribute to product strategy and product lifecycle management (PLCM) and roadmap definitions.

New Product Innovation (NPI) Growth:

• Drive the successful introduction and adoption of Flukes New Product Innovation (NPIs) in the market promoting their value and differentiation.
• Collaborate with the product management and marketing teams to effectively position NPIs in the market ensuring alignment with customer needs and market trends.
• Educate customers on new products provide technical expertise and conduct demonstrations to showcase the features and benefits.
• Work closely with the Sales Director and internal teams including product management marketing and customer support to align sales strategies and product positioning.
• Monitor NPI performance key sales metrics funnel growth and market feedback reporting insights and opportunities back to the product team for continuous improvement.

Distributor & Channel Support

• Act as a technical and commercial partner to European distributors
• Support distributors during customer visits demonstrations and technical discussions.
• Provide training and technical enablement on applications products calibration services and metrology solutions.
• Assist distributors in converting technical opportunities into successful commercial projects.
• Lead technical presentations training and demonstrations and application discussions with high-level technical stakeholders.
• Help accelerate complex deals tenders that require advanced application knowledge.

Key Account Development

• Drive revenue growth and market expansion for Electrical Calibration RF Calibration and Calibration Software Solutions across Europe.
• Develop and support strategic key accounts across Europe in collaboration with our sales team and distributor network.
• Work jointly with distributors to identify new opportunities and expand existing customer relationships.
• Support key customer engagements involving precision measurement systems electrical calibration RF technology calibration services and metrology solutions.
• Build strong relationships with technical decision makers laboratory managers and R&D engineering & production teams. Aligning regional needs and contributing to the global product strategy.

Qualifications:

Experience & Skills

• More than 10 years of technical experience within a role as product engineer application management product manager or technical sales manager or key account manager in test & measurement market preferably in metrology semiconductor or defense & aerospace.
• The ideal candidate has a degree and strong background in electronics metrology calibration laboratory or another technical environment.
• Experience or knowledge of electrical calibration multifunction calibration RF calibration or precision measurement systems.
• Proven success in supporting complex sales cycles.
• Excellent in communication and presentation and negotiation skills with the ability to engage both technical and non-technical stakeholders.

Competencies

• Customer-Focused: Deep understanding of customer needs with a passion for delivering value through tailored solutions.
• Technical Expertise: Ability to effectively position Flukes technical solutions to address customer challenges.
• Sales-Driven: Results-oriented with a focus on meeting and exceeding sales and revenue targets.
• Prospecting & NPI Leadership: Strong track record of identifying new business opportunities and driving the adoption of new products in the market.
• 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.