Sales Director,  IG, FPI, and FNET

About the Role

As Sales Director, you will own the revenue target for the IG, FPI, and FNET businesses and deliver it through our distributor channel. Reporting to the Managing Director, you will set sales targets and KPIs for each distributor and each member of the sales team, track performance through a disciplined rhythm of reviews, and drive the actions needed to make sure the goal is achieved every quarter. You will also strengthen the channel itself – enabling productive partners, recruiting new ones where coverage gaps exist, and shaping the go-to-market strategy together with Marketing and the Partner Success Team.

 

What You'll Do Channel Sales Management & Revenue Ownership

• Own the annual revenue target for IG, FPI, and FNET, breaking it down into sales plans by product group, distributor, and territory.
• Negotiate and set annual and quarterly sales targets (sell-in and sell-through) with each distributor, backed by joint business plans.
• Run monthly reviews and quarterly business reviews (QBRs) with key distributors, covering results versus target, pipeline, inventory, and sell-out data, and agree concrete gap-closing actions.
• Manage discount structures, special pricing requests, and channel programs such as rebates and promotions, protecting margin while driving volume.
• Provide an accurate monthly demand forecast based on distributor pipeline and point-of-sale data.

KPI Setting, Tracking & Sales Performance

• Set clear KPIs for distributors and the sales team, such as revenue versus target, growth by product group, pipeline coverage, new customer acquisition, sell-through, and forecast accuracy.
• Review KPIs weekly and monthly in the CRM system (Microsoft Dynamics), identify shortfalls early, and agree recovery plans with distributors and the team.
• Lead, coach, and develop the sales team: set individual targets, review funnels and win/loss, and join major opportunities alongside distributor salespeople to close deals.
• Take ownership of the outcome – when the number is at risk, reallocate resources, adjust programs, and drive the actions required to achieve the goal.

Channel Development & Enablement

• Assess distributor performance and coverage continuously; grow productive partners and manage underperformance through improvement plans or portfolio changes.
• Identify white space – uncovered territories, verticals, or product groups – and recruit and onboard capable distributors, VARs, or system integrators to fill it.
• Negotiate and manage distribution agreements, ensuring clear territory boundaries, discount structures, and compliance.
• Drive distributor sales training and certification on IG, FPI, and FNET products together with Product Management and Applications Engineering.

Go-To-Market Strategy & Collaboration

• Design the go-to-market strategy with the Partner Success Team and Marketing, including regional focus and co-marketing programs with partners.
• Analyze competitor activity, pricing moves, and market trends, and reflect them in sales plans and channel programs.
• Stay close to end customers through joint visits with distributors, exhibitions, and conferences.

What We're Looking For Required

• Proven track record of achieving revenue targets through indirect / distributor channel sales in B2B – this is a must.
• Ten or more years of B2B sales experience, including five or more years managing distributor or channel sales with direct responsibility for a revenue number.
• Hands-on experience setting distributor targets and KPIs, running business reviews, and managing sell-in / sell-through performance.
• Experience leading and coaching a sales team to quota achievement.
• Strong command of pipeline management and forecasting with CRM systems.
• Reading and writing English sufficient to understand internal sales documents (TOEIC 750 or above).
• Fluent Japanese for daily communication with customers and partners.
• Ability to travel at least 20% of the time.

Nice to Have

• Experience recruiting, vetting, and enabling Tier 1 and Tier 2 distributors or value-added resellers (VARs).
• Demonstrated experience in "white space" analysis: identifying untapped geographic territories or emerging vertical markets.
• Experience building and launching go-to-market plans, including discount structures, regional focus, and co-marketing programs with partners.
• Experience negotiating complex distribution agreements and multi-year contract frameworks.
• A hunter mentality: comfort with cold-start situations, finding new partners where none exist today.
• Bachelor’s degree in engineering or equivalent; knowledge of test and measurement, industrial automation, or network infrastructure markets.

What We Offer

• The opportunity to lead three globally trusted, market-leading product businesses in Japan.
• A seat on the Fluke Japan leadership team, reporting directly to the Managing Director.
• A collaborative environment with support from Marketing, Product Management, and Applications Engineering.
• Ongoing professional development, social insurance, commuting allowance, and company benefit programs in line with Fluke Japan policy.