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Energy & Industry - Technical Business Developer

  • Toronto, Ontario, Canada
  • Sales
  • Experienced Professionals
  • WD-0030107
  • Apply Now

What's the role?

The Technical Business Developer is responsible for developing sales, driving specifications, and developing long term relationships with assigned owners, engineering procurement contractors (EPC) accounts, large mega contractors, and projects. This role is responsible for serving as the primary liaison and negotiator with the customer on pricing and other contractual elements.

Who is Hilti?

Hilti is making construction better by fulfilling our customers' promise as being the best partner for productivity, safety, and sustainability. We challenge norms to bring innovative, top-of-line solutions to the global construction industry, and beyond. Hilti is where people are exploring possibilities, leveraging their potential, owning their personal development and growing lasting careers.

What does the role involve?

  • Serve as primary contact and negotiator for assigned Engineering, Procurement, and Construction (EPC), owners, contractors, and projects on both technical products and tools and services
  • Lead capture teams for assigned customers and projects and coordinate necessary Hilti resources, both domestic and global, to support key projects and EPC’s of the assigned customers
  • Develop and execute account development strategies to ensure an increasing share of wallet and attractive return on sales
  • Develop account and project penetration strategies and plans by analyzing and prioritizing opportunities, determining required resources, and understanding the decision making and internal influencing dynamics
  • Secure specifications for targeted EPCs, projects, or customers, ensuring that Hilti’s innovation is the desired solution for key applications
  • Negotiate, coordinate, and implement pricing agreements to increase share of wallet and improve account profitability
  • Generate new Integrated Systems Business (ISB) standards with assigned accounts
  • Develop and maintain contacts and create organizational map to secure fulfillment of customer requirements
  • Use knowledge of owners and EPC’s to support sales team by acquiring both technical and non-technical contacts and working with team to increase product sales for assigned projects/customers
  • Develop and maintain a comprehensive database of key contacts within SAP
  • Utilize SAP Mobile, CRM/CPM, and call reports to plan and manage customer development activities
  • Develop high level of industry and application expertise to benefit customer projects and stakeholders
  • Acquire information about projects and future work of customers; update capture plans, SAP, and other documents
  • Support business developers and field sales team to drive the sale of technical products on assigned accounts / projects
  • Additional duties as assigned

Hilti North America has been consecutively recognized in Selling Power’s Top 50 Companies to Sell For in the last 18 years, coming in at #6 in 2023.

What do we offer?

In addition to a competitive base salary and exciting bonus potential, we offer a robust benefits package including a generous paid time off policy that includes vacation, personal days, health & wellness, and 2 days per year to give back in your local community, paid family leave, educational reimbursement and student loan assistance, RRSP matching, medical/dental/vision coverage, and a variety of other benefits to fit the needs of our employees.
We will give you the tools you need to succeed through hands-on integration training and will support your continued professional development through ongoing training and mentoring, targeted leadership programs, and opportunities for international assignments in any of the 120+ countries in which we operate.

What you need is:

  • Bachelor’s degree in Civil, Mechanical, Electrical, or Chemical Engineering or related field, required
  • MBA or Master’s degree, preferred
  • Five (5) years’ experience working with engineering firms, large accounts, sales, field engineering, sales management, business development, or equivalent, required
  • Ability to negotiate with customers and develop successful pricing strategies, required
  • Proven track record of achievements related to project account development and implementation, including specifications and standard creation
  • Demonstrated ability to work in a multicultural environment
  • Strong conceptual thinking skills and ability to utilize innovative approaches in problem-solving
  • Demonstrated entrepreneurial thinking skills
  • Excellent oral, written, and interpersonal communication skills
  • High degree of organizational awareness; ability to navigate organizational matrix to leverage resources
  • High level of motivation and customer focus; continuous improvement mentality in fast-paced results oriented environment, required
  • Ability to influence a broad range of stakeholders
  • Ability to lead and inspire others

Who should apply?

We are committed to caring for our people, which is why our retention has been over 90% for the last five years. It’s why we haven’t gone through any waves of layoffs – even during the COVID-19 pandemic. We value development, which is why 80-90% of our roles are filled internally. It’s why most of our account managers come from a non-construction background.
Success at Hilti comes down to teamwork and ability – the Hilti culture is contagious, and we have an excellent mix of people who are always looking to help one another.
This job is #LI-Hybrid, meaning it is field-based and requires daily customer in-person interaction with your home serving as your office location

Work is performed in jobsite conditions, which may include working at high elevations.
Up to 50% both domestic and international travel, depending on the location of projects and offices.
Working Conditions:

  • Job requires walking on construction sites and uneven surfaces, as well as climbing scaffolding, ladders, and stairs during all seasons of the year
  • Depending on geography employees may be exposed to adverse heat or cold
  • Construction jobsites may also expose specialists to excessively loud noises; ear protection is strongly encouraged and may be required on some jobsites
Safety Equipment Required:
  • Hardhat, safety vest, safety glasses, gloves, steel toe boots, and long pants required for working jobsites; must observe and abide by any and all safety regulations as required by Hilti, Canadian Occupational Health and Safety Regulations (COHSR), and General Contractors
Physical Requirements:
  • Must be able to walk on construction projects, climb scaffolding, and lift and carry up to 65 pounds of Hilti product
Vehicle/ Driver’s License Requirements:
  • A valid G license with clean driving abstract: Maximum of 4 demerit points for the previous 3 years, no major violations in the last 12 months and no more than 2 violations for the previous 3 year period.

Sales and Customer Service

A career in sales at Hilti means a focus on building strong relationships and being the trusted partner for our customers.

A career in sales at Hilti means a focus on building strong relationships and being the trusted partner for our customers.

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