Trench Shoring Business Development Manager

CAMPBELL COMPANIES; Salt Lake City (UT); On-site; USD 110,000 - 170,000; Full time

Job summary

Wheeler Machinery Co. seeks an experienced Trench Safety & Shoring Business Development Manager to launch and lead a new specialty rental line in the Utah region. You will drive growth, develop strategy, and build a customer base among utility contractors and municipalities.

The role requires deep trench safety knowledge, strong relationships, and the ability to translate technical needs into profitable solutions while promoting safety and compliance across projects.

Qualifications

• Five or more years in trench shoring, trench safety, or related fields.
• Strong knowledge of trench protection systems and OSHA requirements.
• Experience selling or supporting trench safety solutions.
• Proven ability to build customer relationships and grow revenue.
• Ability to evaluate jobsite needs and communicate technical recommendations.

Responsibilities

• Drive business growth and develop Wheeler’s trench safety and shoring strategy.
• Identify and secure new business with utility contractors and infrastructure projects.
• Build relationships with decision-makers, estimators, and project managers.
• Partner with sales teams to identify, develop, quote, and close opportunities.
• Monitor market trends and guide commercial priorities.
• Provide technical guidance and product demonstrations on trench protection systems.

Skills

Trench safety

Business development

Relationship building

Sales strategy

Technical credibility

Job description

Wheeler Machinery Co., the Caterpillar dealer serving Utah, portions of Wyoming and Nevada, is expanding into trench safety and shoring. We are seeking an experienced Trench Safety & Shoring Business Development Manager to help launch, grow, and lead this specialty rental business.

This is an opportunity for a proven industry professional to build a market presence while leveraging Wheeler’s established customer relationships, resources, and reputation. The ideal candidate combines deep trench safety knowledge, strong customer relationships, technical credibility, and a drive to build a profitable business.

What You’ll Do

• Drive Business Growth
• Develop and execute Wheeler’s trench safety and shoring growth strategy.
• Identify and secure new business with utility contractors, municipalities, civil contractors, industrial customers, and infrastructure projects.
• Build relationships with decision-makers, estimators, project managers, safety leaders, and field operations teams.
• Partner with Wheeler sales teams to identify, develop, quote, and close trench safety opportunities.
• Monitor the competitive landscape, customer demand, and market trends to guide commercial priorities.

Serve as the Technical Expert

• Recommend trench boxes, slide rail systems, hydraulic shoring, shielding systems, and related excavation safety solutions.
• Conduct jobsite evaluations and help customers select appropriate systems for their applications.
• Review project requirements and coordinate engineered solutions when required.
• Provide product demonstrations, application guidance, and field support.
• Act as Wheeler’s subject matter expert for trench protection systems and safe excavation practices.

Promote Safety Excellence

• Educate customers and Wheeler employees on trench safety best practices and proper equipment use.
• Support compliance with applicable OSHA excavation and trenching requirements.
• Deliver customer training, safety workshops, and product demonstrations.
• Promote a safety-first culture in every customer interaction and operating decision.

Support Operations and Fleet Strategy

• Partner with Rental Operations to determine fleet requirements, product mix, and future investment needs.
• Help optimize fleet availability, utilization, condition, and readiness.
• Coordinate with service, transportation, and branch teams to deliver a strong customer experience.
• Track revenue, gross profit, utilization, pipeline activity, and customer adoption.

Required Qualifications

• Five or more years of experience in trench shoring, trench safety, excavation support, specialty rental, utility construction, underground infrastructure, or a closely related field.
• Strong working knowledge of trench protection systems and OSHA excavation and trenching requirements.
• Experience selling, renting, applying, or supporting trench safety solutions.
• Demonstrated ability to build customer relationships, develop new business, and grow revenue.
• Ability to evaluate jobsite needs, solve problems, and communicate technical recommendations clearly.
• Strong presentation, training, negotiation, and organizational skills.
• Valid driver’s license and willingness to travel throughout Wheeler’s territory.

Preferred Qualifications

• Experience with trench boxes, slide rail systems, hydraulic shoring, and engineered excavation support systems.
• Background with a trench safety manufacturer, specialty rental provider, utility contractor, or heavy civil contractor.
• OSHA training credentials or relevant trench safety certifications.
• Experience working with municipalities, utilities, transportation agencies, industrial companies, or heavy civil contractors.

What Success Looks Like

• Establish Wheeler as a credible and trusted trench safety provider in the market.
• Build strong relationships with utility, municipal, infrastructure, and heavy civil customers.
• Deliver profitable revenue growth, healthy fleet utilization, and disciplined market expansion.
• Become the trusted trench safety resource for customers and Wheeler employees.
• Create a scalable specialty rental business with strong safety, service, and operating standards.

Why Wheeler?

• Join an established Caterpillar dealer with a strong reputation and customer base.
• Build and influence a new specialty rental business line.
• Work across construction, utility, mining, municipal, and infrastructure markets.
• Make a visible impact on the future growth of Wheeler’s Rental Services organization.
• Receive a competitive compensation and benefits package, including performance-based incentive opportunity.

Compensation

• Competitive base salary plus a performance-based incentive opportunity. Compensation will be based on experience, technical expertise, customer relationships, and demonstrated business development results.

If you are a trench safety professional who wants to build a business, develop customer solutions, and help contractors work more safely and productively, we want to hear from you.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c).