Sales Application & Key Account Manager, ANZ

Remote from: Australia, New Zealand
Annual salary: Undisclosed
Salary information is not provided for this position. Check our Salary Directory to estimate the average compensation for similar roles.
Department: Sales
Employment type: Full Time,
Job posted: 22 Jun 2026
Apply before: 22 Jul 2026
Experience level: Midweight
Views / Applies: 21 / 3

Fortive is a diverse global team working together to innovate essential technologies for a safer, more productive world.

Industrial Automation
2016

Actively Hiring

AI Summary

This role focuses on driving sales growth for Fluke Industrial, Calibration & Process Instruments in the ANZ region. The manager will develop and execute go-to-market strategies, manage key accounts, and build strong distributor relationships. Responsibilities include forecasting, pipeline management, and collaborating with marketing. The ideal candidate has 10+ years of progressive leadership in technical sales and channel management. This position offers autonomy and requires a data-driven, strategic approach to achieve both short-term targets and long-term growth.

Role DNA

Job Complexity

Easy Hard

Pace & Pressure

Relaxed Fast-paced

Autonomy Level

Guided Full Ownership

Communication Load

Independent Highly Collaborative

AI Insight Requires proven sales track record, channel management, and technical expertise in test & measurement, but the role is well-defined with clear objectives.

Salary Analysis

AI Insight Salary data was not provided; based on US market for similar senior sales roles in industrial instrumentation, the estimated median is $125,000. This is competitive for the experience level and industry, though actual compensation may vary by location and company.

Key Skills

Sales Key Account Management Channel Management Business Development Strategic Planning Test & Measurement CRM Technical Sales Forecasting Relationship Building

Cover Letter Sample

Dear Hiring Manager,

I am writing to express my interest in the Sales Application & Key Account Manager position for the ANZ region at Fluke. With over a decade of progressive leadership in technical sales and channel management within the industrial instrumentation sector, I am confident in my ability to drive revenue growth and strengthen key accounts.

In my previous role, I successfully developed go-to-market strategies that increased market share by 15% and consistently exceeded quarterly targets. My technical background in test and measurement allows me to effectively demonstrate solutions and build trust with distributors and end users. I am adept at forecasting, pipeline management, and leveraging data to identify new opportunities.

I am excited about the opportunity to contribute to Fluke's reputation for quality and innovation. Thank you for considering my application. I look forward to discussing how my experience aligns with your needs.

Sincerely,
[Your Name]

Possible Interview Questions

Describe a time you developed and executed a go-to-market strategy that significantly increased market share. What was your approach and the outcome?

In my previous role, I identified a gap in our distribution channel for a new product line. I collaborated with marketing to create targeted campaigns and trained distributors on product value. Within one year, we achieved a 15% increase in market share and exceeded revenue targets by 20%.

How do you manage and nurture relationships with key accounts to ensure long-term loyalty and growth?

I prioritize understanding each account's business goals and challenges. I schedule regular business reviews, provide technical training, and align our solutions with their strategic objectives. For example, with a major distributor, I implemented a joint business plan that increased their sales of our products by 25% over two years.

What methods do you use to forecast sales accurately and manage pipeline health?

I rely on historical data, market trends, and input from sales teams. I use CRM to track opportunities by stage, win rate, and time to close. I review funnel metrics monthly with the team to identify bottlenecks and adjust strategies. This approach helped me maintain forecast accuracy within 5%.

Can you give an example of how you use data and competitive intelligence to identify new business opportunities?

I regularly analyze competitor activities, customer feedback, and market reports. In one case, I noticed a competitor's product had reliability issues, so I created a targeted campaign highlighting our superior quality. This led to winning a large contract worth $500K annually.

How do you balance short-term sales targets with long-term strategic goals?

I set clear quarterly and annual objectives and align my daily activities accordingly. I allocate time for both urgent customer needs and strategic initiatives like developing new partnerships. For instance, I dedicate 20% of my time to prospecting and relationship building, ensuring a steady pipeline for future growth.

Representing the Fluke Industrial, Calibration & Process Instruments brand within an allocated territory and being responsible for achieving quarterly/annual sales targets and building and nurturing key accounts through the management and support of existing and new customers. Accountability for functional and strategic business objectives.
Develops and drives growth initiatives with the distribution network and successfully develops and manages a long-term growth pipeline within the territory.
Using market insights, competitive intel, and data you will identify new business opportunities and potential growth whilst building strong account relationships with distributors and end users alike.

Reporting to the National Sales Manager, you’re accountable for functional and business objectives including the development of growth processes with sales channel partners and customers and the development of long-term growth pipelines within the region.

Main Responsibilities / Duties

• Strategic growth planning including development of go-to-market strategies, programs and countermeasure plans to achieve overall revenue targets and market share goals.
• Provide accurate weekly, monthly and quarterly sales projection forecasts to the National Sales Manager
• Business Development – management and development of existing and/or new sales channels within territory.
Funnel pipeline management and monthly review of overall funnel health metrics (i.e. new opportunities, win-rate/time to close)
• Monitor and analyse sales performance metrics/objectives and manage change where required.
• Work with regional Marketing team to implement and execute marketing activities for brand awareness and market share gain.
• Drive facetime (activities with customers) and pipeline management (ensuring opportunities for future sales) including follow-up on activities and opportunities in the CRM system.
• Generating leads and establishing relationships with potential new customers.
• Developing and delivering customer solutions (value and application selling).
• Establish relationships with selected key accounts and customers including other selected major customers by making regular customer visits and calls.
• Assist with market sizing and competitive analysis for test and measurement instruments
• In collaboration with the management team, develop commercial strategic goals and tactical plans
• Create and maintain good relationships with customers, dealers, suppliers, key stakeholders and relevant authorities.
• Building a personal profile and brand within the territory through industry networking, trade events and conferences.

Experience / Qualifications

• Proven sales track record and ability to successfully demonstrate and sell test & measurement equipment at a technical level
• Channel management experience working in a similar industry field sales role.
• Minimum 10 years of progressive leadership experience in a technical/industrial environment.
• Analytical and data driven problem solver.
• Ability to build strong high-level executive and peer relationships.
• Excellent business acumen and technical/engineering knowledge; experience in test and measurement industry desired.
• Influence to make an impact; convinces and persuades others; promotes plans and ideas successfully.
• Networking: builds a useful network of contacts and relationships and utilizes it to achieve objectives.
• Analysis & judgment to understand complex issues and problems; comes up with sound/rational judgments.
• Demonstrated ability to successfully balance the achievement of short-term objectives (quarterly orders/sales objectives, expense management, etc.) with longer-term strategic and policy deployment goals.

Fortive Corporation Overview

Fortive’s essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission-critical solutions. 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 advanced technologies that help providers focus on exceptional patient care.

We are a diverse team 10,000 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 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].

Bonus or Equity
This position is also eligible for bonus as part of the total compensation package.

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