Trench Shoring Business Development Manager

Wheeler Machinery Co.; Salt Lake City (UT); On-site; USD 90,000 - 130,000; Full time

Job summary

Wheeler Machinery Co. in Utah seeks a trench safety sales expert to drive growth across utility, municipal, and heavy civil markets.

You will develop and execute growth strategies for trench safety solutions and build strong customer relationships with decision-makers, estimators, and project managers. As the technical lead, you’ll recommend trench boxes and related excavation systems, deliver product demonstrations, and coordinate engineered solutions while supporting Wheeler’s fleet strategy

Qualifications

• Five or more years of experience in trench shoring, trench safety, excavation support, or closely related field.
• Strong knowledge of trench protection systems and OSHA requirements.
• Experience selling or supporting trench safety solutions.
• Demonstrated ability to grow revenue through new business development.
• Ability to evaluate jobsite needs and communicate technical recommendations clearly.
• Excellent presentation, training, negotiation and organizational skills.

Responsibilities

• Drive business growth by identifying and securing new trench safety opportunities.
• Develop and execute Wheeler’s trench safety growth strategy with utility contractors, municipalities, and infrastructure projects.
• Build relationships with decision-makers, estimators, project managers, safety leaders, and field teams.
• Partner with Wheeler sales to quote and close trench safety opportunities.
• Monitor market trends to guide commercial priorities.

Skills

Trench safety expertise

Business development

Customer relationship building

Negotiation

Presentation & training

Travel willingness

Job description

Job Type
Full-time

Description

Build Something New. Lead a Growing Market.

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.

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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).