This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description Fluke is currently seeking a Channel National Accounts Manager (MRO) to join our North American Commercial Sales Team. This individual will lead and manage key Maintenance, Repair, and Operations (MRO) focused distribution accounts across North America, delivering against sales objectives while winning, maintaining, and expanding strategic relationships with assigned partners. - Drive growth across major MRO distribution partners, focusing on expanding share-of-wallet and strengthening Fluke’s position in the market. - Lead joint business planning with assigned distributors, establishing performance objectives, financial targets, and program milestones. - Develop and execute comprehensive account strategies that align distributor capabilities with Fluke’s strategic priorities and growth targets. - Demonstrate strong understanding of MRO distributor go‑to‑market models, including integrated supply, branch networks, and digital/eProcurement pathways. - Build strong productive relationships with key personnel across Product Management, Sales Management, Procurement, and Operations. - Partner closely with the aligned Channel Marketing Manager to prioritize, develop, and optimize marketing initiatives tied to account strategy. - Provide business performance analysis, accurate sales forecasting, and visibility into POS, inventory trends, and category performance. - Achieve assigned targets for profitable sales volume and strategic objectives within assigned accounts. - Monitor customer, market, and competitor activity and recommend strategic actions to leadership. - Elevate senior-level relationships and engage with merchandising, category management, field sales leadership, and eCommerce teams. - Drive adoption of company programs and field alignment strategies that support strategic account objectives. - Collaborate with Marketing and Product Groups to ensure programs, promotions, and messaging align to strategic growth plans. - Travel up to 40%, including distributor partner engagements, customer visits, team meetings, and occasional industry events. Qualifications - 6+ years of channel management experience, preferably within industrial, MRO, safety, electrical, or test & measurement distribution channels. - Strong understanding of MRO distribution models, value propositions, and market dynamics. - Exceptional interpersonal, communication, and writing skills, with the ability to engage effectively at all levels. - Strong problem-solving, prioritization, and strategic planning abilities. - Ability to utilize modern AI tools (AI‑assisted analytics, summarization, forecasting, content creation) to enhance productivity and account management effectiveness. - Proficiency in Microsoft Word, Excel, and Outlook. - Comfort taking calculated risks to drive continuous improvement and exceed growth targets. - Strong negotiation skills with the ability to achieve mutually beneficial outcomes. - Demonstrated personal integrity and sound judgment. - Bachelor’s degree preferred in business, engineering, or marketing. Benefits - The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 125600 - 209800.

• Identify, qualify, and close net new logo opportunities across the assigned region. • Expand existing accounts through structured account planning, relationship mapping, and multi-year growth strategies. • Maintain accurate pipeline forecasting and activity tracking within CRM systems. • Lead consultative sales engagements with IT executives, departmental leaders, procurement officials, and technical stakeholders. • Effectively position Red Hat solutions such as operating systems, automation, container platforms, middleware, and emerging AI technologies • Coordinate proofs of concept, pilots, workshops, and technical evaluations in partnership with Solutions Architects and engineering teams. • Establish and maintain long-term, trusted-advisor relationships with key decision-makers across SLED accounts. • Navigate state and local procurement frameworks, budget cycles, and competitive solicitation processes. • Support RFP, RFQ, and other procurement responses in collaboration with Contracts and Operations teams. • Partner with distribution and reseller ecosystem partners to structure deals, secure pricing, and align on go-to-market strategies. • Support field marketing events, campaigns, and initiatives to generate pipeline and enhance account coverage. • Attend customer meetings, industry conferences, on-site events, and Red Hat/Emergent field programs throughout the territory. • Represent Emergent and Red Hat professionally, consistently reinforcing value, expertise, and customer success.

• Own and drive the enterprise sales pipeline end-to-end, from prospecting and qualification through negotiation and close, with a focus on $2M–$10M+ MSAs with pharma leaders (e.g., BMS, Takeda, GSK, Boehringer Ingelheim, and similar) • Develop and execute a strategic business development plan to achieve aggressive revenue targets, driving measurable increases in qualified pipeline and win rates • Serve as a trusted strategic advisor to C-suite and VP-level stakeholders at partner organizations, articulating the value of GeneDx's real-world data and genomic assets in drug development, clinical trial optimization, and disease understanding • Lead complex, multi-stakeholder deal structuring and negotiations, including creative and novel partnership models tailored to enterprise pharma needs • Provide strategic input to the commercial partnerships roadmap, influencing go-to-market strategy, pricing, and product positioning based on deep market intelligence across digital health, RWE, pharma, and medtech • Translate observed client needs and market trends into product development priorities, collaborating cross-functionally with Data Science, Medical Affairs, Legal, and Product teams • Build and maintain a robust network of senior decision-makers across the biopharma, biotech, digital health, and medtech ecosystem • Represent GeneDx at major industry conferences, thought leadership events, and partner forums to elevate brand visibility and generate inbound opportunities • Collaborate with internal stakeholders to gather and leverage market intelligence, ensuring commercial outcomes are optimized through data-driven targeting • Coordinate cross-functional resources (implementation, data science, medical affairs) to support partnership discussions and ensure seamless project execution • Occasional travel to meet with clients and attend conferences will also be expected.

• Identifying potential projects with healthcare accounts for SOTI within the DACH region • Building strong, long-term customer relationships • Serving as the main point of contact for customer matters relevant to SOTI • Using Salesforce to maintain key information • Collaborating with internal SOTI teams and channel partners to achieve sales targets