VP - EMEA Sales - Fluke Networks - Bracknell

Job description
# Danaher Company Description

Fluke Networks provides innovative solutions for the installation and certification, testing, monitoring and analysis of copper, fiber and wireless networks used by enterprises and telecommunications carriers. The company's award-winning solutions provide network installers, owners, and maintainers with superior vision, combining speed, accuracy and ease of use to optimize network performance.

## Description

The Vice President of Sales – EMEA, will report to the President of the Fluke Networks, and will be based in Europe. He/She will inspire and manage a staff of 70+ professionals through 4-6 direct reports with revenue responsibility of $80 million. The Vice President’s peer relationships will include the: Vice President, Global Marketing; Vice President, Americas Sales; Vice President of Asia/Pac Sales and VPs of 5 Business Units.

The Vice President of EMEA Sales will be responsible for developing and executing channel and customer strategies to aggressively grow sales, customer base and market share in the Network Infrastructure and Enterprise IT market. In this role, he/she will lead their team to achieve sales and margin objectives within the scope of the marketing strategy and budget. Additionally, the Vice President will provide timely, accurate sales and financial forecasting.

The Vice President’s ability to continue to build a world-class team focused on sales excellence is critical to the success of the company. This includes identifying opportunities to raise the bar” for individuals and for the team by instilling his/her value-selling vision and agenda as an integral part of the company’s goals for success.

The Vice President of EMEA Sales is a key operating member of the executive management team, participating in establishing goals and objectives, measuring and monitoring performance, and critically contributing to the strategic and business planning process. It is also important for him/her to drive results through exceptional leadership skills, consistently championing and supporting a culture of continuous improvement, with an eye on reaching optimum performance on an individual and team basis.

In order to successfully respond to the challenges of the role, the candidate will need to:

* Provide sales leadership and regional vision for business growth;

* Increase sales growth and market penetration while improving operating margins;

* Drive sales programs more fully into multiple channels, including direct enterprise sales, representative, and distribution for multiple lines of business;

* Identify and develop new ways to grow through share gain;

* Develop and elevate his/her sales organization and migrate toward value/solutions relations and competencies;

* Maintain market and competitor intelligence and develop proactive strategies to maintain the Company’s competitiveness;

* Increase the level of partnership with marketing through sales enabling marketing plans;

* Implement and maintain an effective sales management process to provide current and accurate revenue projections, pipeline forecasts, and lead and prospect reports to support business growth; and

* Develop incentive compensation plans that drive the right behaviors and motivate sales associates execute sales strategies;

**Additional Responsibilities

In addition to fulfilling the critical commitments detailed above in order to achieve success in his/her role, the Vice President Sales, will also:

* Target, visit and close key accounts (both channel and end-customer) to develop new business opportunities;

* Review and analyze monthly sales and marketing policy deployment objectives, and establish countermeasures to remain on plan;

* Prepare presentations for internal and external sales and marketing projects;

* Participate in Networking infrastructure and Enterprise IT industry trade shows to keep abreast of changes and opportunities;

* Develop organization talent that is appropriate and able to be promoted into other areas of the company.

##### Opportunity

This is a highly complex, well-respected commercial assignment to provide sales vision, drive sales, and run a business in one of the fastest growing platforms and one of the most visible businesses within a Fortune 250 company.

##### Compensation

The successful candidate will receive a highly competitive base salary, complemented by an attractive bonus, stock options and a comprehensive benefit package.

##### Travel

Travel will be up to 50 percent.

#### The Candidate

### Education/Certifications

An undergraduate degree is required with preference given to a technical major; an MBA degree is preferred.

### Professional Qualifications

A minimum of 15 years of progressive sales management experience.

Solid sales and management experience in test and measurement of Networking Infrastructure, Enterprise IT, and/or Communications Market , and is currently with a leading-edge organization known for excellence in that function.

Experience leading sales force initiatives across multiple channels to market, including direct sales (key account and territory based), channel partners (SI or VAR) and distribution and geographic regions.

Experience in a highly complex environment (broad product range, multiple channels to market, etc.) requiring comprehensive knowledge and proven, successful skill set in managing and developing a sales function within a technical and constantly changing environment.

A well-developed understanding of the information technology & computer networking industry and an expert understanding of selling to large clients is required.

Management experience leading an organization focused on performance and results in a highly matrixed environment.

Possess both strategic and tactical dimension and capabilities, and ability to analyze the market, competitors and company strengths and weaknesses while devising winning sales strategies.

Successful track record of managing, leading, and developing people; able to enhance the competency and skill base of the sales organization while simultaneously developing more coherent communications across the company.

### Personal Characteristics

A strong, strategic thinker who is process-oriented, obsessed with continuous improvement, manages by fact and has excellent conceptual skills demonstrated through disciplined, succinct communication.

Demonstrated leadership in a cross functional environment with the ability to lead, influence and shape opinion among a peer group of senior managers.

Outstanding communication skills with an ability to clearly and crisply communicate such complex issues as Fluke Networks’s strategies, product plans, and its channel and brand management programs.

Passion for talent development with the ability to select and grow high potential managers who will contribute to the growth of Fluke Networks and other Danaher companies.

*Job Function:* Sales

*Primary Location:* Europe-United Kingdom-Berkshire-Bracknell

*Schedule:* Full-time

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