Job Title: Account Manager, US Government
Location: Remote, US West Coast
Job Type: Full-Time
About Us:
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 applyassistance@fortive.com.
Job Summary:
We are seeking a dynamic and results-driven Account Manager to join our team, with extensive experience selling to the US Government and Military. The successful candidate will be responsible for cultivating and maintaining strong relationships with key stakeholders, driving strategic sales initiatives, and ensuring the highest level of customer satisfaction. This role requires a deep understanding of government procurement processes and the ability to navigate complex sales cycles. The ideal candidate will reside on West Coast and manage a multi-state territory to include CA, NV, AZ, NM, UT, CO, HI, WY, MN, SD, ND.
Key Responsibilities:
· Client Relationship Management: Establish and nurture long-term relationships with US Government and Military clients, acting as the primary point of contact.
· Business Development: Identify and capitalize on new business opportunities within existing accounts and potential new clients, driving revenue growth.
· Needs Assessment: Conduct thorough needs assessments to understand client objectives and tailor our solutions to meet their specific requirements.
· Product Competency: Develop a thorough understanding of our products and services, and demonstrate the ability to effectively demo and provide in-service training to clients.
· Lead Qualification and Quoting: Qualify leads, prepare accurate quotes, and follow up diligently to convert prospects into satisfied clients.
· Proposal and Contract Management: Prepare and deliver compelling proposals, negotiate contracts, and close sales to achieve targets.
· Sales Completion: Follow the sales process through to completion, ensuring all deliverables are met and working closely with procurement to facilitate successful orders.
· Cross-Functional Coordination: Collaborate with internal teams, including product development, customer support, and logistics, to ensure seamless delivery of solutions.
· Market Intelligence: Stay informed about industry trends, competitive landscape, and regulatory changes to provide clients with strategic insights and recommendations.
· Reporting and Documentation: Maintain accurate records of client interactions, sales activities, and pipeline status in CRM software.
· Event Participation: Represent the company at industry events, trade shows, and conferences to expand networks and generate leads.
Performance Metrics for Success:
· Revenue Growth: Achieve or exceed quarterly and annual sales targets.
· Client Retention: Maintain a high client retention rate by ensuring customer satisfaction and loyalty.
· New Business Development: Successfully identify and secure new business opportunities, contributing to overall revenue growth.
· Proposal Success Rate: Maintain a high success rate for submitted proposals and closed contracts.
· Customer Feedback: Receive positive feedback and high satisfaction scores from clients.
· CRM Accuracy: Ensure all client interactions and sales activities are accurately documented in CRM software.
· Event Participation: Actively participate in industry events and generate a significant number of qualified leads.
Qualifications:
· Bachelor's degree in Business, Marketing, or a related field.
· Minimum of 4 years of experience in account management, selling to the US Government and Military.
· Capital equipment and SaaS sales experience.
· Strong understanding of the government procurement process and regulations.
· Excellent communication, negotiation, and presentation skills.
· Proven ability to manage multiple accounts and projects simultaneously.
· Proficiency in CRM software and Microsoft Office Suite.
· Ability to travel as needed (up to 50%).
Preferred Qualifications:
· Existing relationships with government accounts (VA Hospitals, MIL Hospitals, DOE, State Agencies).
· Familiarity with Biomedical Engineering and Radiation Safety products and services.
Benefits:
· Competitive salary and performance-based commission and bonuses.
· Comprehensive health, dental, and vision insurance.
· 401(k) with company match.
· Paid time off and holidays.
· Professional development opportunities.
LI-JW3
Fortive Corporation Overview
Fortive's essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.
We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. 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 groundbreaking sustainability solutions.
We are a diverse team 17,000 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 Health Solutions
Comprised of four industry leaders-Fluke Biomedical, LANDAUER, RaySafe, and Victoreen - Fluke Health Solutions (FHS) leads the biomedical and radiation detection markets with innovative products and services that help keep customers, patients, and clients safe.
Fluke Biomedical leads the world in manufacturing biomedical test equipment like defibrillator analyzers and digital pressure meters. LANDAUER measures radiation exposure with dosimeter and radiation monitoring badges. RaySafe is the worldwide leader of X-ray test equipment, real-time staff dosimetry, and radiation survey meters. And Victoreen instruments are the trusted source for radiation monitoring systems and quality assurance for nuclear power professionals.
At FHS, we believe in your potential - your ability to learn, grow and contribute in meaningful ways. And we believe in giving you the opportunity, accountability, and visibility to do just that.
Pay Range
The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 105000 - 195000
The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 105000 - 195000
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 applyassistance@fortive.com.
