Strategic Account Manager (Industrial Channel)

Make A Difference For Those Who Make The World™ It takes great people to achieve greatness. People with a sense of purpose and integrity. People with a relentless pursuit of excellence. People who care about making things better For Those Who Make The World™. Sound like you Join our top-notch team of nearly 60,000 professionals globally who are making their mark on some of the world's most beloved brands, including DEWALT®, CRAFTSMAN®, CUB CADET®, STANLEY® and BLACK+DECKER®

PRIMARY PURPOSE OF JOB:

• The Manager, Industrial Channel Strategic Accounts is responsible for developing and executing strategic end-user penetration plans for identified top contractor accounts in the Philippines. The role is accountable for increasing specification and adoption of DEWALT power tools and accessories. The role will also support the growth of Stanley hand tools by influencing contractor decision-makers and key influencers leading a team of pre-sales engineers, and generating qualified bid opportunities for channel execution.

• This position is responsible for securing top-to-top meetings, company and brand presentations, and job site demonstrations to build product preference and convert existing users of competitive power tool brands such as Hilti, Makita, and Bosch to DEWALT. This role also supports Tier 1 FOB Stanley hand tools importers in developing direct-selling opportunities with targeted contractors. Success in this role is measured through contractor penetration, specification wins, RFQ (Request for Quotation) generation, and sales volume of awarded business.

MAJOR RESPONSIBILITIES:

1. Strategic Account Development ·

• Prioritize top contractor accounts in the Philippines in line with business growth objectives. · Develop and implement tailored account penetration plans to drive specification and adoption of DEWALT and Stanley products.
• Secure top-to-top meetings with contractor decision-makers to position Stanley Black & Decker as a preferred solutions partner and DeWalt as the preferred Power Tool brand. ·
• Build and maintain strong relationships with key contractor stakeholders, including senior management, procurement, engineering, and project teams.

2. Team Leadership and Capability Building

• Lead, coach, and develop a team of pre-sales engineers to support strategic account engagement.
• Establish clear goals, activity standards, and performance expectations for the team.
• Ensure the team delivers effective technical presentations, product demonstrations, and application support.
• Promote disciplined opportunity management and account planning practices.

3. Specification and Competitive Conversion ·

• Drive specification selling activities to secure DEWALT Power Tools and accessories inclusion in contractor projects.
• Develop and execute conversion strategies for users of Hilti, Makita, Bosch, and other competitive brands.
• Conduct company presentations, brand presentations, and job site demonstrations to influence contractor preference.
• Communicate product value propositions focused on performance, productivity, durability, and total cost of ownership.

4. Stanley Hand Tools sell-out support to T1 FOB importers ·

• Support Tier 1 FOB Stanley hand tools importers in building direct access to targeted contractors. Generate qualified RFQs and bid opportunities from strategic end-user accounts.
• Endorse RFQs to the Traditional Channel National Sales Manager for dealer participation and commercial follow-up.
• Collaborate with channel partners to improve bid competitiveness through pricing, credit, warranty, and service support.

5. Performance Management and Reporting ·

• Maintain visibility of account penetration progress, specification status, RFQ pipeline, and award outcomes.
• Monitor market activity, contractor developments, and competitive movements to refine strategy. ·
• Provide regular pipeline updates, performance reviews, and business recommendations to management.
• Ensure achievement of defined KPIs and business objectives. · Perform other related duties or assignments as directed.

KEY PERFORMANCE INDICATORS:

Success in the role will be measured by:

• Number of identified top contractors successfully penetrated. ·
• Percentage of target contractors where DEWALT is specified. · Number of top-to-top meetings secured with key contractor decisionmakers. ·
• Number of company and brand presentations completed.
• Number of job site demonstrations conducted.
• Number of RFQs and bid opportunities generated and endorsed to the Traditional Channel National Sales Manager.
• Conversion rate of competitive users from Hilti, Makita, Bosch, and other brands to DEWALT. Number of RFQs resulting in successful bids, Notices of Award, or project wins.
• Contribution to growth of Stanley hand tools through direct contractor engagement enabled by Tier 1 importers.

REQUIREMENTS:

• Bachelor's degree in business, Engineering, Marketing, Construction Management, or a related field.
• Significant sales, business development, key account management, or end-user management experience, preferably in power tools, hand tools, construction, industrial products, or related sectors.
• With access to C-level executives (Decision Makers and Key Influencers) of Top AAAA Contractors in the Philippines.
• Proven experience managing or leading technical sales, pre-sales, or application engineering teams

And More

We want our company to be a place you'll want to be – and stay. Being part of our team means you'll get to:

• Grow: Be part of our global company with 20+ brands to grow and develop your skills along multiple career paths.
• Learn: Have access to a wealth of learning resources, including our Lean Academy, Coursera® and online university.
• Belong: Experience an awesome place to work, where we have mutual respect and a great appreciation for diversity, equity and inclusion.
• Give Back: Help us continue to make positive changes locally and globally through volunteerism, giving back and sustainable business practices.

All qualified applicants to Stanley Black & Decker are considered for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, veteran's status or any other protected characteristic.