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 decision-makers.
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…