Territory Sales Manager (LATAM)

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

About Fluke

Fluke is leading the world in creating software, test tools and technology that will support customers today and in the future. We are a customer-obsessed market leader with a strong reputation for reliability, quality and safety.  

A wholly owned subsidiary of Fortive Corporation (www.fortive.com), Fluke is a global corporation headquartered in the greater Seattle area. Driven by the successful Fortive Business System, Fluke offers the passion of a startup with the resources of a Fortune 500 company. We are focused on the growth of our individual employees, teams and the Fluke brand.

We Are an Equal Opportunity Employer

 

Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at [email protected].