Commercial Strategy Manager

Role Overview

Commercial Strategy Manager at Fluke Corporation, based in the Middle East, Africa & Turkey (MEAT) region.

Role Purpose

Drive growth of Fluke's field sales portfolio across the MEAT region by defining, aligning, and executing commercial strategies that deliver revenue growth, expand market penetration, and strengthen customer relationships. Translate strategic plans into effective execution and measurable business results through partnership with regional sales leadership, product management, marketing, and key stakeholders.

Key Responsibilities

Strategic Planning & Growth

• Develop and execute growth strategies to meet or exceed sales and order targets for the field sales portfolio in the MEAT region.
• Develop and implement long-term commercial strategies that drive growth with priority customers, ensuring alignment and strong execution across key stakeholders.
• Lead new product introduction strategy, planning and execution within assigned product families.
• Accelerate growth of existing product lines through innovative initiatives and targeted sales programs.
• Drive vertical and account penetration strategies to achieve annual revenue and margin objectives.
• Contribute to the development of strategic and annual business plans.

Market Analysis & Insights

• Leverage market intelligence, customer insights, and internal data to identify growth opportunities, manage risk, and ensure strategies are data-driven and market-relevant.
• Identify and qualify new opportunities that align with Fluke's technology and product capabilities by collaborating with Engineering and Product Management.
• Demonstrate ability to draw insights from data and clearly communicate them to both business and technical teams.
• Develop and present recommendations of new metrics allowing better understanding of the performance of the business.

Sales Collaboration & Execution

• Partner closely with field sales teams to define deal strategies, optimize deal structures, and support negotiations.
• Build strong, collaborative relationships across the organization and with external partners to ensure alignment, speed of execution, and effective problem-solving.
• Align account strategies with customers' strategic business objectives, ensuring clear and effective internal communication across Fluke.
• Effectively manage cross-selling opportunities using the funnel management process, maintaining an up-to-date sales funnel.
• Collaborate with commercial leadership to drive revenue growth, implement action plans, and track progress.

Customer Engagement & Relationship Management

• Conduct frequent and purposeful customer engagements with key partners and end customers to manage and grow business relationships.
• Build strong, trusted relationships with decision-makers at all levels—from engineers and procurement teams to senior business leaders.
• Actively manage customer feedback and resolve issues to sustain high customer satisfaction.

Performance Monitoring & Reporting

• Define, track and analyze key performance indicators (KPIs) to assess sales effectiveness and identify opportunities for improvement.
• Track and report performance against forecasts, budgets, and sales targets using CRM tools.

Qualifications & Experience

• Bachelor's degree in Business Management, Engineering or Sciences.
• MBA beneficial.
• 5+ years of technical B2B sales or commercial experience.
• Experience selling technical and industrial products.
• Proven ability to grow key account business and develop long-term customer relationships.
• Experience with value-based selling, cross-selling, and prospecting for new business opportunities.
• Deep understanding of retail and industrial distribution.

Skills & Competencies

• Advanced skills in Excel and data visualization tools such as Tableau or similar BI tools; familiarity with PowerBI preferred.
• Demonstrated ability to clearly articulate Fluke's value proposition to both technical and executive audiences.
• Proactive, creative, and continuously focused on improving commercial impact and outcomes.
• Ability to challenge the status quo, introduce new ideas, and solve complex commercial challenges.
• Treat area of responsibility as a business, identifying opportunities, removing obstacles and delivering results.
• Proven track record of achieving growth targets through data-driven sales methodologies, CRM utilization, and value-based selling.
• Ability to build and execute growth plans across key verticals and partners, influencing volume and value-based agreements.

Additional Information

• Willingness to travel across the region up to 25% as needed to engage with customers and drive sales.