Trade Business Development Manager

B&Q plc; Milton Keynes; 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 plc is seeking a commercially driven TradePoint Sales Partner in Milton Keynes to own and grow a defined book of trade members. You will proactively generate demand, develop long-term relationships and convert opportunities into repeat project spend, delivering sustainable sales and margin growth.

You will manage pricing decisions, build a structured pipeline and use market insights to prioritise high-value opportunities.

Qualifications

• Proven ability to grow a book of trade customers.
• Strong networking and conversion skills.
• Experience in KPI-driven environments.

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 and market insight.
• Build and convert a structured pipeline from lead to outcome with follow-up routines.
• Drive repeat project spend and long-term customer relationships.
• Make pricing and discounting decisions to balance conversion and margin.
• Use data on customer behaviour and trade dynamics to prioritise opportunities.

Skills

Sales

Lead generation

Pipeline management

Negotiation

Customer relationships

Data-driven

Job description

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:

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. 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 Competitive salary of £36,200 - £46,300 per year, (plus a store specific location allowance of £1031 per annum) 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 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.