Manager - Institutional & B2B Sales

Manager - Institutional & B2B Sales

Key Responsibilities

1. Business Development

• Identify, target, and acquire new B2B and institutional customers.
• Develop and execute sales strategies to expand market share in assigned territories or segments.
• Build a strong pipeline of qualified opportunities and convert them into long-term business relationships.
• Monitor market trends, competitor activity, and customer needs to identify growth opportunities.

2. Account Management

• Manage and grow existing institutional and corporate accounts.
• Maintain strong relationships with procurement teams, decision-makers, end users, and channel partners.
• Ensure high levels of customer satisfaction through regular engagement, issue resolution, and service support.
• Negotiate pricing, contracts, commercial terms, and service agreements in line with company policies.

3. Sales Planning and Execution

• Prepare annual, quarterly, and monthly sales plans for the assigned portfolio.
• Achieve or exceed revenue, margin, and volume targets.
• Forecast sales accurately and provide regular pipeline and business updates to leadership.
• Coordinate with internal teams to ensure timely order fulfillment, product availability, and customer support.

4. Institutional Business Management

• Prepare commercial proposals, bid documents, and presentations for institutional customers.
• Ensure compliance with all requirements, documentation standards, and internal approval processes.
• Work cross-functionally with legal, finance, supply chain, and operations teams to support quote submissions and agreement execution.

5. Channel and Stakeholder Coordination

• Collaborate with channel partners to strengthen institutional reach.
• Partner with marketing teams on campaigns, product launches, and customer engagement initiatives.
• Coordinate with product, operations, and customer service teams to deliver tailored solutions.
• Represent the company at industry events, trade shows, and customer meetings.

6. Reporting and Performance Management

• Maintain accurate records of customer interactions, opportunities, and sales progress.
• Analyze sales performance, account profitability, and market penetration.
• Prepare periodic business reviews, account plans, and management reports.
• Recommend corrective actions and growth initiatives based on performance insights.

We Don’t Just Build The World, We Build Innovative Technology Too.

Joining the Stanley Black & Decker team means working in an innovative, tech-driven and highly collaborative team environment supported by over 43,500 professionals in 60 countries across the globe. Here, you’ll get the unique chance to impact some of the world’s most iconic brands including STANLEY TOOLS, DEWALT, CRAFTSMAN, MAC TOOLS and Black + Decker. Your ideas and solutions have the potential to reach millions of customers as we work together to write the next chapter in our history. Come build with us and take your career to new heights.

Who We Are 

We’re the World’s largest tool company. We’re industry visionaries. We’re solving problems and advancing the manufacturing trade through innovative technology and our Industry 4.0 Initiative. We are committed to ensuring our state-of-the-art “smart factory” products and services provide greater quality to our customers & greater environmental and social value to our planet. We are unique in that we have a rich and storied history dating back to 1843, but that hasn't stopped us from evolving into a vibrant, diverse, global growth company.

Global Benefits & Perks
You’ll be rewarded with a competitive salary plus receive entitlements and benefits unique to your country of hire. 

What You’ll Also Get

Career Opportunity: Career paths aren’t linear here. Being part of our global company with 60+ brands gives you the chance to grow and develop your skills along multiple career paths.

Learning & Development: 
Our lifelong learning philosophy means you’ll have access to a wealth of state-of-the-art learning resources, including our Lean Academy and online university (where you can get certificates and specializations from renowned colleges and universities).

Diverse & Inclusive Culture:
We pride ourselves on being an awesome place to work. We respect and embrace differences because that’s how the best work gets done. You’ll find we like to have fun here, too.

Purpose-Driven Company:
You’ll help us continue to make positive changes in the local communities where we work and live as well as in the broader world through volunteerism, giving back and sustainable business practices.

Experience Level

Mid Level