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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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 18,000 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.

Channel Manager LATAM

Job Description