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ABOUT STANLEY BLACK & DECKER
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JOB DESCRIPTION
Position Summary
The Regional Category & Business Development Sr. Manager, MEP – LAG is responsible for defining and executing the strategic growth agenda for the MEP (Mechanical, Electrical, Plumbing) category across Latin America. This role combines category leadership with business development accountability to identify where to play, how to win, and how to scale a profitable and differentiated position in the region. The role requires a deep understanding of the MEP industry, including customer segments, channel dynamics, application needs, competitive activity, and market development opportunities, building on the current mandate for market assessment, competitive benchmarking, portfolio deployment, distributor engagement, and go-to-market acceleration.
This position is expected to act as both a strategic architect and a hands-on business builder. The individual will shape the regional category strategy, define investment priorities, influence product portfolio direction, drive go-to-market initiatives, strengthen commercial capabilities, and lead execution of a multi-year roadmap to accelerate penetration in the MEP industry. The role requires an entrepreneurial mindset, strong commercial acumen, and the ability to translate market insight into practical actions that create growth, expand reach, and improve competitiveness across priority countries and channels. This expands the current role’s focus on phased roadmap development, category expansion, commercial enablement, and cross-functional execution.
Key Responsibilities
1. Regional Strategy and Business Development Leadership
Define and lead the regional MEP growth strategy for Latin America, establishing clear where-to-play and how-to-win choices across countries, customer segments, channels, and applications.
Develop a deep understanding of the MEP industry landscape, including market size, growth drivers, customer workflows, specification trends, channel economics, and competitive positioning, extending the current market intelligence and competitive benchmarking responsibilities.
Identify whitespace opportunities and strategic growth bets that can accelerate category penetration and long-term market development.
Translate market insight into a clear multi-year business development roadmap with defined priorities, milestones, and investment requirements, building on the current roadmap ownership in the role.
2. Market Prioritization and Industry Penetration
Assess market attractiveness by country and subsegment to prioritize the most compelling growth opportunities across Latin America, consistent with the current country-level market assessment scope.
Determine the most attractive entry points and expansion pathways within the MEP ecosystem, including key trades, end users, specifiers, contractors, distributors, and project environments.
Build actionable market penetration strategies that improve access to target customers, strengthen channel presence, and expand participation in priority applications and projects.
Monitor industry shifts, competitors move, and customers’ needs to continuously refine strategic direction and improve win rates.
3. Portfolio Strategy and Category Development
Lead the regional portfolio strategy for MEP to ensure the organization has the right products, solutions, and category architecture to compete effectively in target segments.
Identify assortment gaps and define actions to strengthen the portfolio across electrical, HVAC, plumbing, and adjacent workflow opportunities, expanding on the current portfolio gap and rollout responsibilities.
Partner with global and regional stakeholders to prioritize product introductions, portfolio catch-up actions, and category expansion initiatives aligned to market opportunity.
Help shape portfolio decisions through a business lens, balancing market demand, competitive need, speed to scale, and return on investment.
4. Go-to-Market Strategy and Commercial Activation
Develop and drive regional go-to-market strategies that align value propositions, route-to-market choices, launch plans, and commercial activation with target customer needs.
Create differentiated category messaging and selling stories for MEP applications, building on the current responsibility for category messaging and value proposition development.
Lead the design and execution of market activation initiatives, including distributor roadshows, customer events, trade marketing programs, and demand-generation efforts, consistent with the current channel activation scope.
Support strategic account development and megaproject conversion efforts by aligning portfolio, commercial resources, and customer engagement plans to high-value opportunities.
5. Commercial Capability Build-Up
Strengthening the region’s ability to win in MEP by building sales competencies, technical knowledge, and category expertise across countries and channel partners.
Develop and support a network of local MEP champions who can accelerate adoption, improve customer engagement, and reinforce solution-selling capabilities, extending the current training and champion-development responsibilities.
Equip sales teams and distributors with the tools, training, messaging, and market insights needed to drive conversion and category growth.
Identify capability gaps and recommend targeted investments in training, demonstrations, field support, and commercial resources to improve execution quality and speed.
6. Investment Planning and Growth Execution
Help define and influence market reach investments required to scale the business, including channel development, training, trade shows, demonstrations, category marketing, and customer-facing activation, building on the current investment-priority support in the role.
Evaluate growth initiatives based on strategic fit, market attractiveness, resource requirements, and expected business impact.
Convert strategic priorities into a disciplined execution roadmap with clear owners, timelines, milestones, and performance indicators.
Track implementation progress, identify risks and gaps, and adjust plans to ensure delivery against growth objectives.
7. Industry Engagement and External Visibility
Represent the business at key industry events, trade shows, and customer forums to strengthen category visibility, generate leads, gather market intelligence, and build credibility in the MEP space, consistent with the current external engagement expectations.
Build strong external awareness of the category through active engagement with distributors, contractors, end users, and other relevant ecosystem participants.
Use external interactions to inform strategy, refine priorities, and identify new business opportunities.
8. Cross-Functional Leadership
Partner closely with sales, marketing, product management, training, HR, finance, and country leadership teams to align on strategy, investments, and execution priorities, extending the current cross-functional leadership scope.
Act as the regional integrator for the MEP growth agenda, ensuring that category, commercial, and business development priorities are translated into coordinated action.
Influence stakeholders across a matrixed organization to secure support, resources, and alignment behind the regional roadmap.
Qualifications
Bachelor’s degree in engineering, business, marketing, or a related field.
7–10+ years of experience in category management, product management, commercial strategy, business development, or related growth leadership roles.
Experience in construction, electrical, HVAC, plumbing, industrial, or MEP-related categories is a MUST.
Strong knowledge of Latin American markets, including multi-country commercial execution and channel development.
Experience working with distributors, channel partners, and project-based selling environments.
Demonstrated ability to build strategies and convert them into measurable commercial outcomes.
Experience in business development, market creation, or category expansion is highly desirable.
MBA or advanced business qualification is a plus.
Fluent in English, Advanced Spanish
Core Capabilities
Strategic thinking with strong where-to-play and how-to-win orientation
Deep market and industry analysis capability
Business development and growth mindset
Entrepreneurial approach to building categories and scaling new opportunities
Portfolio strategy and category planning
Go-to-market development and commercial activation
Sales enablement and capability building
Channel and distributor development
Strong financial and investment prioritization judgment
Cross-functional leadership in a
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