What's the role?
Purpose of Position:
The International Business Developer (IBD) at Hilti is a leadership role as a part of the global Hilti Energy & Industry division. As a business developer you will be focusing on a portfolio of accounts (Owners, Engineering companies, EPCs and Contractors) which are key for the Offshore business within Hilti. You will develop and own a tailored customer strategy and lead its execution to increase adoption of Hilti / Oglaend solutions. Further, you will develop a business plan for the Offshore Segment aligned with all relevant functions and head its implementation.
The Offshore and New Energy business in Hilti includes customers and projects in Offshore Oil &Gas (fixed platforms, floating assets & modular construction), Shipbuilding, New Energy and Offshore Wind Farms. The IBD based in Japan will primarily work on Offshore Wind and New Energy. This business development role is embedded in the local Hilti Japan market organization but reports to the regional Offshore organization.
At Hilti we provide our customers with full solutions from early design and detailed engineering to construction and jobsite support. In the Wind Power Industry our solutions include E&I cable management (HV/LV), Fastening Technology and Passive Fire Protection. We cooperate with customers along the whole value chain ranging from major global Owners, Developers and OEMs to EPCs and construction contractors.
Who is Hilti?
Hilti is where innovation is improving productivity, safety and sustainability in the global construction industry, and beyond. Where strong customer relationships are creating solutions that build a better future. Where there is pride and a sense of belonging across our 120 locations, carrying right into our lives and homes. Where people are exploring possibilities, leveraging their potential, owning their personal development and growing lasting careers.
What does the role involve?
Responsibilities & Accountabilities:
- Accountable for the development of accounts (Owners, EPCs and contractors) operating in the Offshore (Wind) business through customer engagement, project specification, sales development (direct or indirect) and multi-level relationship management in view of increasing Hilti / Oglaend account’s relationship and consequently sales.
- Accountable for the development of the strategy of the assigned accounts, leading its implementation through Hilti & Oglaend counterparts globally.
- Ownership of the market’s project pipeline and pro-active build-up of Hilti / Oglaend capture teams to drive the aligned focus projects and increase market share
- Responsible to develop and implement Business Plan for Offshore Segment in local market
- Cooperate with local Sales team on sales conversion and project execution. Lead sales conversion and execution for selected focus accounts and projects.
- Responsible for bringing market intelligence inputs to the global teams to confirm and/or update corporate segment strategies (Offshore Wind and others)
- Responsible to collect customer feedback aiming at portfolio and offer improvement.
- Responsibilities includes travelling locally, regionally, and internationally when needed.
Performance Indicators:
- Achieve Standard & Specifications on assigned Account(s) and Projects, driving system adoption throughout all project phases.
- Develop and drive Account strategies to maximize Hilti / Oglaend solution penetration and partnership level, Mid-Term: Develop Japan Offshore and New Energy Business Plan
- Drives and/or supports project capture teams when assigned.
- Achieve Net Sales Plan.
Hilti is proud to be named one of 2023's Best Workplaces in Europe, Latin America and Asia by Great Place to Work, as well as Great Place To Work in Japan ( Raked 18th from the Top) in 2024.
What do we offer?
Show us what you’re made of and we’ll offer you opportunities to move around the business – to work abroad, experience different job functions and tackle different markets. It’s a great way to find the right match for your ambitions and achieve the exciting career you’re after.
What you need is:
- Communication skills: Creation of trust through active listening, influencing with leadership and negotiation skills.
- Proficiency in Japanese and English is a must.
- Wind Power (onshore or offshore) related project experience is preferred
- Basic technical understanding of power generation infrastructure and Civil/Energy construction preferred
- Min. 8 years’ experience in Technical Sales / Business Development or EPC/Developer/OEM experience for Offshore, Power, and/or New Energy are required.
- Long-Term Strategic Thinking: Capable of explaining targets & strategy to customers, peers, and management.
- Understanding external stakeholders’ pain points and trends, and influence internal strategies based on this
- Self-driven and working autonomously.
- Senior relationship management: Capable and confident while speaking to senior and C-level customers.
- Project management capabilities: Manage complex sales and business development projects across multiple geographies, functions, and customers.
- Networking (internal and external) with confidence while working within a matrix
Why should you apply?
We have a very thorough people review process, unlike any we know of in any other business. We screen everyone in the company in a yearly career performance matching process. It means we can pair talent with opportunities - developing our people in their current roles or challenging them to work in new ways or in new places. It’s how we find the right fit and further our teams personally and professionally.
