Channel Sales Director - Central Europe

The Channel Sales Director – Central Europe is a senior leadership role responsible for driving strategy execution, revenue growth, and margin expansion across the Central Europe region, including Germany, Austria, Switzerland, Poland, Czech Republic, Slovenia, Slovakia, Hungary, Bulgaria, Romania, and the Balkan states.

This role requires strong commercial acumen, strategic thinking, and the ability to evolve and transform the go-to-market strategy. The position leads a team of Channel Sales Managers and Distribution Account Managers and plays a critical role in influencing and guiding external channel partners, distributors, and key stakeholders.

Key Responsibilities

Revenue & Profitability

• Deliver sales quotas on a monthly, quarterly, and annual basis.
• Forecast, manage, and achieve top‑line revenue and profitability objectives.
• Own and actively manage daily revenue and bookings forecasts.

Strategic Planning

• Develop and execute regional business plans aligned with corporate, global, and EMEA strategies.
• Define clear regional priorities that support long‑term growth and competitiveness.
• Establish short‑term and long‑term financial goals and track performance through defined KPIs.
• Lead, coach, and develop a high‑performing regional sales organization.
• Allocate resources effectively to meet strategic and operational objectives.
• Build strong followership across the regional team, cross‑functional partners, and customers.
• Develop and execute growth strategies for key and strategic accounts.
• Build and maintain C‑level relationships with strategic channel partners, industry influencers, and experts.
• Collaborate closely with Marketing, Commercial Strategy, Finance, and Sales Operations to ensure aligned planning and execution.

Operational Excellence

• Ensure disciplined execution of funnel‑related activities in line with Fluke EMEA Funnel Management Standard Work.
• Maintain high data integrity to support accurate forecasting and reporting.
• Enforce pricing discipline and expense management to drive margin expansion.
• Leverage Fortive Business System (FBS) tools to drive problem solving, standard work, daily management, and continuous improvement.

Core Competencies

• Strategic Thinking & Planning: Ability to translate corporate strategy into actionable regional business plans.
• Leadership & Coaching: Proven success in building, motivating, and leading high‑performing sales teams across diverse geographies.
• Change Leadership: Acts as a change agent, driving transformation and building alignment across multiple functions and business units.
• Business & Financial Acumen: Solid understanding of P&L management, pricing, cost control, and margin optimization.
• Sales Forecasting & Budget Management: Strong capability in setting accurate forecasts and managing budgets effectively.
• Market & Data‑Driven Insight: Works closely with Commercial Strategy teams to analyze market trends, customer needs, and growth opportunities.
• Negotiation & Contract Management: Experienced in closing complex, high‑value deals and managing strategic agreements.
• Problem Solving & Decision Making: Ability to identify root causes, resolve complex issues, and make sound, timely business decisions.
• Digital & Analytical Proficiency: Strong command of digital tools and analytics, including Excel, CRM systems, AI‑enabled tools, and data platforms.

Qualifications

• Bachelor’s degree (minimum) in a technical or business‑related field.
• Master’s degree in business or a related discipline is an advantage.
• Fluency in English and German languages is mandatory.

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