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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. You will set sales targets and KPIs for each distributor and sales team member, track performance, and drive actions to achieve quarterly goals. Additionally, you will strengthen the channel by enabling productive partners, recruiting new ones, and shaping go-to-market strategy.

Responsibilities

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.
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.
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.
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.

Requirements

Proven track record of achieving revenue targets through indirect / distributor channel sales in B2B.
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.
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.

Skills

Channel Sales Management
Revenue Target Achievement
Sales Planning
KPI Setting and Tracking
CRM Systems (Microsoft Dynamics)
Pipeline Management
Forecasting
Sales Team Leadership
Channel Development
Go-To-Market Strategy
Negotiation
Market Analysis
Competitor Analysis

Location

Japan

Work Type

Full-time

Experience Level

10+ years of B2B sales experience
5+ years managing distributor or channel sales

Education Level

Bachelor’s degree in engineering or equivalent

Benefits

Ongoing professional development
Social insurance
Commuting allowance
Company benefit programs in line with Fluke Japan policy

About the Company

Fortive Corporation's essential technology makes the world stronger, safer, and smarter, accelerating transformation across various applications. They are a global industrial technology innovator with a startup spirit, leading in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. Fortive is a diverse team of 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth, utilizing the Fortive Business System (FBS).
Fluke is a leading global provider of software, test tools, and technology, known for reliability, quality, and safety. As a wholly owned subsidiary of Fortive Corporation, Fluke operates with the passion of a startup and the resources of a Fortune 500 company, focusing on the growth of its employees, teams, and the Fluke brand.

Equal Opportunity

Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. They 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.