Channel Manager LATAM

Channel Manager – Latin America (LATAM)

Location

São Paulo, Brazil (preferred)
Travel: Approximately 30–50% across Latin America

Why You Should Join Fluke?

At Fluke, we help customers around the world solve critical challenges through industry‑leading test tools, software, and technology. Known for reliability, quality, and safety, Fluke is a trusted global brand and a wholly owned subsidiary of Fortive Corporation, a Fortune 500 company.

What makes Fluke unique is our balance: the agility and innovation mindset of a growth company, combined with the scale, stability, and career opportunities of a global enterprise. We invest deeply in our people, encourage continuous learning, and empower teams to make an impact across regions and markets.

If you’re energized by building strong partner ecosystems, influencing strategy, and driving sustainable growth across diverse markets, this role offers both scale and ownership.

What You’ll Do?

As Channel Manager – Latin America, you will lead the development and execution of Fluke’s indirect sales strategy across the region. You will work closely with distributors, partners, and internal teams to drive profitable growth, expand market coverage, and ensure consistent execution across multiple countries.

You will report directly to the General Manager, LATAM, and play a key role on the regional commercial leadership team.

Channel Strategy & Growth

Define and execute the LATAM channel strategy aligned with regional business priorities
Identify growth opportunities by country, industry segment, and partner profile
Build structured channel plans that balance long‑term strategy with near‑term execution
Drive revenue growth, profitability, and market share through optimized partner coverage

Partner Management & Development

Build strong, trust‑based relationships with distributors and channel partners across LATAM
Develop joint business plans, including sales targets, pipeline development, and growth initiatives
Monitor partner performance (sell‑in, sell‑out, inventory) and take action when results deviate from plan
Strengthen partner capabilities through training, enablement, and certification programs

Commercial Execution & Demand Generation

Ensure effective execution of regional and local commercial programs (promotions, incentives, campaigns)
Partner with Marketing and Product teams to maximize demand generation and program adoption
Support key opportunities by aligning partners, sales teams, and internal stakeholders

Cross‑Functional Leadership

Act as the central connector between Sales, Marketing, Product, and Customer Service teams
Align closely with Territory Sales Managers, Key Account Managers, and regional leaders
Ensure consistent go‑to‑market execution across countries and territories

Performance Management & Analytics

Track and analyze key performance indicators (revenue, pipeline, partner productivity, inventory, forecasts)
Use data and insights (POS data, distributor reports) to identify trends and opportunities
Lead regular business reviews to drive accountability and continuous improvement

Governance & Compliance

Ensure partners operate in line with Fluke policies, pricing guidelines, and Code of Conduct
Uphold strong ethical standards and protect Fluke’s brand reputation across the channel ecosystem

What You Bring?

Must‑Have Qualifications

5–8+ years of experience in channel management, distribution, or indirect sales
Proven success driving growth through distributor or partner networks across multiple countries
Strong business and commercial acumen, with the ability to translate strategy into execution
Experience working in complex, matrixed, and multicultural environments

Nice‑to‑Have Experience

Background in industrial, test & measurement, electrical, automation, or related industries
Experience leading or developing channel teams
MBA or postgraduate business education

Skills & Capabilities

Strategic thinking with strong execution discipline
Ability to influence and build relationships across cultures and organizational levels
Data‑driven decision‑making and structured problem‑solving skills
Clear, confident communication and negotiation abilities
High ownership mindset, adaptability, and resilience

Languages

Portuguese, English, and Spanish (professional working proficiency)

What You’ll Get?

Opportunity to shape and scale Fluke’s LATAM channel strategy with high regional visibility
Exposure to senior leadership and cross‑functional collaboration in a global organization
Career development within Fluke and across the broader Fortive portfolio
Competitive compensation and performance‑based incentives
Comprehensive benefits package (healthcare, insurance, and retirement programs)
Learning and development programs focused on leadership, commercial excellence, and technical growth
A values‑driven, inclusive culture that supports flexibility, trust, and long‑term career growth

Our Commitment to Inclusion

Fluke is an equal opportunity employer. We welcome candidates from all backgrounds and experiences and believe diverse perspectives strengthen our teams, decisions, and results.

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