TSM LATAM – Territory Sales Manager (LATAM)
Why You Should Join Us?
What You’ll Do?
- Lead commercial operations in your assigned territory, managing direct and master distributors and engaging companies of all sizes.
- Allocate your time effectively: 40% with distributors / 60% with end users.
- Build trust and maintain long-term relationships focused on customer satisfaction and business growth.
- Coordinate distributor sales teams to generate demand, strengthen funnel conversion, and increase point‑of‑sale (POS) results.
- Serve as the primary technical support contact for distributor champions.
- Deliver commercial presentations, sales training, and hands‑on product demonstrations.
- Provide customers with technical presentations, product introductions (NPIs), and first‑stage technical support.
- Ensure high product adoption and customer satisfaction through effective training and troubleshooting.
- Lead demand-generation initiatives with named accounts to drive consistent year‑over‑year funnel growth.
- Apply Fortive Business System (FBS) tools to drive continuous improvement and regional acceleration.
- Develop and manage annual and quarterly business plans to meet sales goals.
- Provide direction and coaching to distributors and ensure alignment between distributor strategy and Fluke’s priorities.
- Commit to monthly forecast values aligned with regional growth goals.
- Manage distributor opportunities, monitor funnel health (4S), and produce monthly assessments.
- Track performance through MBR/QBR KPIs (bookings, shipments, POS, inventory).
- Evaluate, develop, and support distributor performance, including identifying and onboarding new partners.
- Provide monthly forecasts and funnel reports to the LATAM Sales Director.
- Partner closely with Marketing, Customer Total Care, Finance, and Key Account Management to coordinate local strategy by geography and vertical market.
- Align activities between distributors, KAM teams (A / B / C accounts), and the regional sales engineer to ensure coherent execution.
What You Bring? Must‑Have Qualifications
- Experience managing distributor and customer relationships, with a strong focus on customer satisfaction.
- Proven ability in territorial planning, strategic analysis, and pipeline management.
- Experience leading and motivating remote or indirect teams.
- Proficiency with CRM tools (Microsoft Dynamics preferred).
- Experience generating demand, developing new business, and managing funnels.
- Fluent English.
- Proven track record of meeting or exceeding sales targets.
- Degree in Electrical Engineering or equivalent professional experience.
- Experience in the industrial market; familiarity with test and measurement solutions is a plus.
- Strong communication, negotiation, and technical-sales skills.
- Demonstrated consultative or value-based selling experience.
- Strong problem‑solving abilities, initiative, and a proactive, business‑driven mindset.
- Ability to navigate ambiguity, adapt to diverse regional environments, and work well under pressure.
Nice‑to‑Have
- Hands‑on experience with test and measurement technology.
- Previous experience in multinational environments or matrix organizations.
- Familiarity with FBS tools or continuous improvement methodologies.
What You’ll Get
- Competitive salary and performance bonus
- Comprehensive health and wellness benefits
- Career development and continuous learning opportunities
- Flexible work arrangements and autonomy in managing your territory
- Work with industry‑leading technologies and a highly collaborative LATAM team
- Opportunity to make a high‑impact contribution to a growing region
- Inclusive and diverse workplace where your ideas are valued
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About UsFortive Corporation Overview
Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.
We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We’re a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions.
We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.
At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference.
At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.
At Fortive, we believe in growth. We’re honest about what’s working and what isn’t, and we never stop improving and innovating.
Fortive: For you, for us, for growth.
About the TeamSkills Required
- Experience managing distributor and customer relationships, with a strong focus on customer satisfaction.
- Proven ability in territorial planning, strategic analysis, and pipeline management.
- Experience leading and motivating remote or indirect teams.
- Proficiency with CRM tools (Microsoft Dynamics preferred).
- Experience generating demand, developing new business, and managing funnels.
- Fluent English.
- Proven track record of meeting or exceeding sales targets.
- Degree in Electrical Engineering or equivalent professional experience.
- Experience in the industrial market; familiarity with test and measurement solutions is a plus.
- Strong communication, negotiation, and technical-sales skills.
- Demonstrated consultative or value-based selling experience.
- Strong problem-solving abilities, initiative, and a proactive, business-driven mindset.
- Ability to navigate ambiguity, adapt to diverse regional environments, and work well under pressure.
Fortive Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Fortive and has not been reviewed or approved by Fortive.
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Parental & Family Support — Parental leave is fully paid for 12 weeks for all parents, with fertility coverage via Progyny and generous adoption/surrogacy support. Backup child and adult care plus inclusive eligibility extend support across diverse family structures.
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Healthcare Strength — Multiple PPO and HSA medical options include telemedicine and second-opinion services, alongside robust mental-health access through Spring Health with no‑cost therapy sessions. The breadth of medical and behavioral health resources is highlighted as a strength.
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Retirement Support — The 401(k) provides a competitive employer match each pay period, with an additional company retirement contribution after one year of service. Financial wellness tools and an employee stock purchase plan further bolster long‑term savings.
Fortive Insights
What We Do
Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions. We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We’re a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions. We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact. At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference. At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone. At Fortive, we believe in growth. We’re honest about what’s working and what isn’t, and we never stop improving and innovating. Fortive: For you, for us, for growth.
