Trade Business Development Manager

B&Q Limited; City of Edinburgh; On-site; GBP 36,000 - 46,000; Full time

Benefits offered by this job

Pension

6.6 weeks holiday

Colleague discounts

Job summary

B&Q Limited in Edinburgh is seeking a Trade Business Development Manager to own and grow a portfolio of TradePoint members, driving demand and securing repeat project spend.

You will build long-term relationships with trade customers, use market insight to prioritise opportunities, and collaborate with store teams to deliver a seamless trade experience. The role is based in Edinburgh with a competitive salary and a quarterly bonus opportunity.

Qualifications

• Proven track record of driving sales growth within TradePoint/Trade.
• Understanding of trade customers and project-based selling.
• Strong commercial and financial acumen, including margin awareness.

Responsibilities

• Own and grow a defined book of trade members with accountability for sales, margin and repeat spend.
• Proactively generate high-quality leads weekly through local networking, referrals and market insight.
• Build and manage a structured pipeline from lead to outcome with clear follow-up routines.
• Drive repeat project spend and convert one-off transactions into long-term customer relationships.
• Make commercially sound pricing and discounting decisions to balance conversion with margin delivery.
• Use data and insights to prioritise high-value opportunities and customers.
• Establish disciplined rhythms for prospecting, follow-ups and pipeline reviews.
• Collaborate with Store, B2B and Suppliers to unlock incremental growth opportunities.

Skills

Sales growth

Trade customer know-how

Portfolio management

Pipeline management

Relationship management

Discipline & follow-up

Job description

Overview

Trade Business Development Manager

Full time - 36.75 hours per week

Permanent

Location B&Q Edinburgh

Competitive salary of £36,200 – £46,300 per year and a quarterly bonus of up to 20% OTE - and uncapped earning potential for high performers, meaning the more your store delivers, the more you earn.

*This role is known internally as TradePoint Sales Partner

Other benefits include Pension, 6.6 Weeks Holiday & Colleague discounts across a variety of our Group businesses including 20% off at B&Q. We also have a number of online discounts at leading retailers from theme parks to eating out and cinemas.

We believe anyone can improve their home to make life better. From our Southampton Store Support office (SSO) we equip our stores, our people, and our whole business with everything it takes to help our millions of customers create a home they’ll love. Join us as aTrade Business Development Manager and you’ll be a big part of this.

Role Purpose: As a commercially driven growth owner, you are accountable for building, managing and growing a portfolio of TradePoint members. You will proactively generate demand, develop long-term trade relationships and convert opportunities into repeat project spend—delivering sustainable sales and margin growth. You act as a trusted partner to trade customers, combining strong sales discipline, market insight and operational excellence to create a differentiated trade experience and grow the TradePoint business.

What's the job?

Sales:

• Own and grow a defined book of trade members, with clear accountability for sales, margin and repeat spend
• Proactively generate high-quality leads weekly through local networking, referrals and market insight
• Build, manage and convert a structured pipeline, tracking all opportunities from lead to outcome with clear follow-up routines
• Drive repeat project spend, converting one-off transactions into long-term customer relationships
• Make commercially sound decisions on pricing and discounting, balancing conversion with margin delivery
• Use data and insight (customer behaviour, project cycles, local trade dynamics) to prioritise highest-value
• Identify and pursue high-potential trade customers, owning relationships end-to-end in partnership with B2B where appropriate

Business Ownership & Ways of Working:

• Operate with a business owner mindset, taking full accountability for member growth, pipeline health and commercial outcomes
• Establish disciplined daily/weekly rhythms (prospecting, follow-ups, pipeline reviews, customer engagement)
• Maintain a clear and prioritised pipeline, focusing time on highest-value opportunities
• Follow through on all commitments, ensuring consistent and reliable delivery for customers
• Continuously review performance, adapting approach based on results and insight

Building Relationships:

• Build long-term, commercially valuable relationships with trade customers, becoming their preferred partner
• Develop deep understanding of customer projects, trade needs and buying cycles
• Actively expand customer networks through referrals and industry engagement
• Mobilise store and specialist teams to deliver a seamless end-to-end trade experience
• Partner cross-functionally (Store, B2B, Suppliers) to unlock incremental growth opportunities

Delivering Compliance & Safety:

• Take personal responsibility for operating in a safe and legally compliant way.
• Have a full understanding and adhere to the retail / TradePoint processes, and those relevant to your role.

What we need:

• Proven track record of driving sales growth and managing customer portfolios within Trade
• Understanding of trade customers and project-based selling
• Strong commercial and financial acumen, including margin awareness
• Ability to generate demand and build pipeline independently
• Excellent relationship management and influencing skills
• Strong planning, organisation and follow-up discipline
• Experience working in KPI-driven environments with clear accountability for results
• A full driving license

What's in it for me?

As part of a great team, you’ll be valued for who you are.We’re committed to making B&Q more diverse and representative of the communities we serve, where everyone can feel they belong and have equal opportunities.

We also recognise that wellness means different things to different people, and we want to help colleagues be at their best and feel well by offering a range of benefits to help you. As well as a competitive salary, our benefits package includes an award-winning pension scheme, ShareSave options, 6.6 weeks holiday, payroll giving, an Employee Assistance Programme, shopping discounts, colleague wellbeing benefits and lots more! Plus a quarterly bonus of up to 20% OTE - and uncapped earning potential for high performers, meaning the more your store delivers, the more you earn.