National Account Manager - Strategic Distributor Accounts

National Account Manager

Location: Americas (Remote)

Reports to: Sr. Manager, North American Commercial Sales

Role Summary

Fluke's promise to every customer is simple: always give them a little more than they paid for. As National Account Manager, you'll bring that promise to life as the primary relationship owner for Wesco, one of Fluke's largest and most strategic distribution partners — owning account plans, digging into the data, and turning insight into measurable growth. You'll own the Wesco relationship across North America, representing over $25M in annual revenue.

This is a role built on trust and autonomy: you'll own the account end to end, with the coaching and support to grow into broader strategic account leadership over time. It also rewards curiosity — using AI-enabled tools and account data to challenge assumptions, find new angles, and turn analysis into smarter, faster growth for Wesco. This is an individual-contributor role — you'll lead through influence and cross-functional collaboration, not direct reports.

Key Responsibilities

Account Strategy & Planning

• Own and lead Fluke's relationship with top Electrical Distributor accounts across North America, serving as the primary point of contact for account planning and execution.
• Develop and execute annual account plans aligned with distributor’s business priorities and Fluke's growth objectives.
• Lead joint business planning activities, establishing revenue targets, market share objectives, and performance metrics.
• Maintain accurate forecasting, pipeline visibility, and account planning activities.

Relationship & Channel Management

• Build and maintain relationships across distributor headquarters, branch, regional, and functional teams, including category management, procurement, supply chain, marketing, and sales — listening first and leading with empathy to understand what drives their business.
• Partner closely with field sales teams to improve alignment and strengthen execution across the account.
• Support execution of channel programs, promotions, training initiatives, and marketing campaigns.
• Develop a strong understanding of the distributor’s go-to-market model, branch network, category management practices, and sales processes.

Business Analysis & Performance

• Provide business performance analysis, POS trends, inventory management, and profitability recommendations.
• Identify growth opportunities within key vertical markets — including data centers, manufacturing, utilities, infrastructure, oil and gas, and energy — through account analysis and market insights.
• Conduct routine business reviews to evaluate performance against growth objectives.
• Monitor customer, market, and competitive activity, developing proactive recommendations to capture market share.
• Utilize AI-enabled productivity and analytics tools, bringing genuine curiosity to how Wesco operates and turning that insight into smarter, faster account decisions.

Cross-Functional Collaboration

• Partner closely with Channel Marketing, Product Management, Finance, and Sales Leadership to align resources and investments against distributor’s growth plans.
• Collaborate with internal teams to resolve customer issues and improve overall partner satisfaction.
• Support adoption of company programs that improve sales effectiveness and customer engagement.

Required Qualifications

• Minimum 5 years of channel sales, national account management, or distribution experience.
• Experience managing Wesco or another large national electrical distributor.
• Strong relationship-building and communication skills, with the ability to work productively across teams and functions.
• Strong understanding of electrical distribution, industrial supply, test and measurement, and related industrial technology markets.
• Experience with sales data analytics, CRM systems, forecasting, and business planning tools.
• Demonstrated ability to manage multiple priorities and execute against business objectives.
• Ability to analyze business performance data and translate insights into action plans.
• Track record of meeting or exceeding assigned account growth and revenue targets.
• Willingness to travel up to 40% to support partner engagement, business reviews, and account development.

Preferred Experience & Skills

• Established network within the electrical distribution industry.
• Experience leading joint business planning initiatives and multi-year growth strategies.
• Strong financial acumen, with experience managing pricing strategies, rebate programs, and profitability objectives.
• Experience utilizing AI-assisted productivity and analytics tools.
• Bachelor's degree in Business, Marketing, Engineering, or a related field.