Job Summary

Responsible for expanding and growing adjacent trade within the Company.  Identify new business opportunities, develop relationships with key industry stakeholders, and set and implement strategic initiatives to expand national market presence.  Manage efforts to achieve increased organic sales growth through trade expansion by collaborating with field and functional leaders. 

Major Tasks, Responsibilities and Key Accountabilities

• Drives sales and profitability of trade expansion in the region related to trade expansion (MEP, Waterproofing, Safety, and Geotextiles-Civil/Sitework products, etc.).

• Penetrates new markets and grows the customer base by identifying private and public project opportunities within a defined geographical territory.

• Builds and nurtures relationships with contractors, suppliers, owners, and engineers through regular in-person visits, scheduled meetings, presentations, and participation in industry associations to secure new business opportunities.

• Collaborates with field and functional teams to ensure the right inventory and supplier programs are in place.  Coordinates with Marketing for promotional collateral needed for conferences, trade shows, presentations, and webinars.

• Works closely with the Regional Trade Manager to develop annual business plans, track progress, and strategize on developing and closing key projects. Establishes partnerships with key stakeholders at industry associations to strengthen White Cap’s market position.

• Coordinates with Category Management to execute technical sales and promotion commitments in White Cap/Vendor contracts related to trade expansion.

• Consults with engineers to assist with the development of project designs and specifications.

• Collaborates with District Sales Managers, General Managers, and Account Managers to share information on developed and upcoming projects. Plans, organizes, and executes weekly agendas.

• Assists local sales teams with strategies (including specifications, pricing, bidders, etc.) to successfully quote and win specified projects.

• Conducts in-person and video meetings to present features, benefits, and value propositions of civil/stowage products, ensuring clear and audience-targeted delivery.

• Participates in product training as needed and assists with internal training of Civil/Sitework products for White Cap associates.

• Works with leadership to ensure the profitability of trade expansion efforts.

Nature and Scope

• Consults with senior management on solution development for complex strategic and technical business issues. Independently solves unique and complex problems that have a broad impact on the business. Assignments are large scope, high impact, high cost, and high in importance.​

• Establishes operational plans for the assigned area. Acts as a strategic advisor and uses expert skills to contribute to the development of strategic company objectives. Receives general administrative and business direction as needed. Typically operates with broad latitude in a complex environment.​

• Guides and mentors staff at all levels, provides advice to senior management on complex and strategic issues, and may lead or manage complex projects with dotted line responsibility. 

Work Environment

• Located in a comfortable indoor area. Any unpleasant conditions would be infrequent and not objectionable.

• Most of the time is spent sitting in a comfortable position and there is frequent opportunity to move about. On rare occasions there may be a need to move or lift light articles.

• Typically requires overnight travel more than 50% of the time.

Education and Experience

• Typically requires a bachelor’s degree and 10+ years of experience in a related field OR MS/MA and generally 8+ years of experience in a related field.  Maintains expert knowledge in area of responsibility with a strong understanding in adjacent areas for the development of creative solutions.​

Preferred Qualifications

• 5+ years' industry experience with detailed emphasis in Safety products and services.

• Excellent technical knowledge.

• Strong project management skills.

• Ability to collaborate with cross-functional teams.