Technical Sales Manager

Technical Sales Manager – Europe

Electrical Calibration and Software Solutions

• 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 and software solutions.

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, semiconductors, aerospace & defense, chemical and pharmaceutical industries, helping them implement high-accuracy measurement calibration solutions.

The Technical Sales 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). New product introductions are a vital part of this role.

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Key Responsibilities

Applications & Technical Expertise

• Provide application and product support for electrical calibration, RF measurement technology, metrology, (cloud-based) software solutions and precision instrumentation.
• Responsible for new product introduction (NPI) in the EMEA market, both from technical as commercial perspective.
• Support customers and distributors with:
• solution selection
• measurement and calibration applications
• system demonstrations and workshops
• migration, installation, training of Fluke software solution, including cloud based.
• 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 Introduction (NPI) Growth

• Drive the successful introduction and adoption of Fluke’s New Product Introductions (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.

Account Development

• Drive revenue growth and market expansion for Electrical Calibration, RF Calibration, and Calibration Software Solutions across Europe.
• Develop and support 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 software and 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.

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.

Qualifications

Experience & Skills

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

Competencies

• Sales-Driven: Results-oriented with a focus on meeting and exceeding sales and revenue targets.
• Customer-Focused: Deep understanding of customer needs, with a passion for delivering value through tailored solutions.
• Technical Expertise: Ability to effectively position Fluke’s technical solutions to address customer challenges.
• 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.