MEP Regional Category & Business Development Sr. Manager - LA

Stanley Black & Decker · São Paulo

ABOUT STANLEY BLACK & DECKER

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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 more than 50,000 diverse and high-performing professionals globally who are making their mark on some of the world’s most beloved brands, including DEWALT®, BLACK+DECKER®, CRAFTSMAN®, STANLEY®, CUB CADET®, and HUSTLER®.

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 matrixed regional environment
Strong communication, presentation, and stakeholder influence skills
High level of execution discipline and accountability

Success Measures / KPIs

Success in this role will be measured through a combination of strategic, commercial, and execution indicators, including:

Completion of market sizing, segmentation, and country prioritization plans
Quality and execution of the regional MEP growth roadmap
Growth in MEP and related category sales across priority markets
Improvement in channel penetration and distributor engagement
Number and impact of portfolio launches and category expansion actions
Progress in closing identified portfolio and workflow gaps
Development and conversion of megaproject and strategic account pipeline
Sales capability improvements across countries and channel partners
Effectiveness of market reach investments and go-to-market initiatives
Share gain and business growth in priority segments and applications

Preferred Leadership Profile

The ideal candidate combines the discipline of a strategic category leader with the drive of a business builder. This person should be comfortable navigating ambiguity, making strategic choices, influencing across functions, and driving execution in a dynamic regional environment. The role requires someone who can think like an entrepreneur, act like an operator, and lead like a regional growth owner.

The Details:

You’ll receive a competitive salary and a great benefits plan.

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 digital learning portal.
Belong: Experience an awesome place to work, where we have mutual respect and a great appreciation for a wide range of perspectives and experiences.
Give Back: Help us continue to make positive changes locally and globally through volunteerism, giving back, and sustainable business practices.

What’s more, you’ll get that pride that comes from empowering makers, doers, protectors, and everyday heroes all over the world. We’re more than the #1 tools company. More than a driving force in outdoor power equipment. More than a global leader in industrial. We’re visionaries and innovators. As successful as we’ve been in the past, we have so much further to go. That’s where you come in. Join us!

#LI-MV1

#LI-Hybrid

Applicants should apply via Stanley Black and Decker’s internal or external careers site.

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.

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