Position: International Business Developer (IBD)- Energy Location: Tokyo, Japan Department: Hilti Energy & Industry – Asia North Reports to: Segment Manager Refinery & Energy / Head of Energy Business Development
Purpose of Position
The International Business Developer (IBD) is a strategic business development role within Hilti's global Energy organization.
The role is accountable for developing key Japanese EPCs, Owners, and strategic Energy Accounts, while influencing major projects in LNG, Oil & Gas, Petrochemical, and New Energy segments.
The IBD develops and executes customer strategies to increase adoption of Hilti solutions and standards during engineering and specification phases. Through early project engagement and multi-level stakeholder management, the position drives specification opportunities, sales growth, and long-term partnerships across Japan and Japanese-led international projects.
The role acts as the primary link between customer organizations and Hilti's global project ecosystem, coordinating account strategies across regions and business units.
What You'll do
Responsibilities & Accountabilities
Strategic Account Development
- Own and develop assigned strategic Energy accounts in Japan.
- Build executive, engineering, procurement, project and construction relationships within:
o Utilities
o Project Owners
o Engineering consultants
- Drive account standardization initiatives and framework agreement opportunities.
- Develop and execute long-term account growth strategies.
- Build and own a robust Energy project pipeline across Japan and selected international projects executed by Japanese customers.
- Identify opportunities during Concept, FEED, Tender, Detailed Design and Construction phases.
- Drive specifications for Hilti solutions including:
o Modular support systems
o Cable tray supports
o Firestop solutions
o Integrated Floor System (IFS)
o Energy & Industrial Fastening
o Engineering and productivity solutions
- Lead project capture teams and coordinate regional resources required to influence project outcomes.
- Coordinate cross-functional teams including Sales, Engineering, Field Engineering, Product Management and Global Business Development.
- Ensure effective handover of specifications into sales opportunities.
- Support large project reviews, strategic account reviews and opportunity assessments.
- Promote best-practice sharing across Hilti regions.
- Support Japanese customers on domestic projects as well as international export projects.
- Collaborate with Hilti organizations worldwide where Japanese EPCs execute projects.
- Travel domestically and internationally as required.
What You’ll Bring
Candidate Profile
Education
- Bachelor's degree in Engineering, Business, Construction Management or related field.
- Master's degree is an advantage.
- English speaking is mandatory
- Minimum 5–10 years experience in:
o EPC Business Development
o Technical Sales
o Engineering Consulting
Industry Experience Preferred
- Power Generation
- LNG
- Oil & Gas
- Petrochemical
- Nuclear
- Hydrogen
- Carbon Capture
- Renewable Energy
10 Things to Be Good At
1. Building trust through strong communication and active listening.
2. Influencing stakeholders at executive, commercial and engineering levels.
3. Understanding Energy project ecosystems and investment cycles.
4. Creating and executing strategic account plans.
5. Technical knowledge in civil, mechanical and electrical applications.
6. Managing complex projects involving multiple stakeholders and countries.
7. Driving specifications and standardization activities.
8. Identifying customer pain points and developing value-based solutions.
9. Working autonomously and taking ownership of business outcomes.
10. Building strong internal and external networks within a matrix organization.
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Success Profile
The successful candidate will:
- Become the trusted partner of major Japanese Energy customers.
- Build a sustainable project pipeline exceeding annual targets.
- Increase Hilti specification wins and account standardization.
- Strengthen Hilti's position in Japan's Energy market and Japanese-led global projects.
- Drive profitable, long-term growth through early project engagement and strategic customer partnerships.
Travel Requirement: 30–50% domestic and international travel.
Career Level: International Business Developer (IBD) – Energy.
What’s In It for You
Performance Indicators
- Specification opportunity pipeline
- Specification achievement value
- Handover ratio to sales
- Net sales generated from influenced projects
- Strategic account development progress
- Customer relationship coverage and engagement level
Why Hilti
Hilti is a global leader in construction innovation, with more than 34,000 team members across 120 countries. Guided by our purpose, Making Construction Better, we’re driven to keep learning, growing, and finding new ways to make a lasting impact. Here, you’ll be empowered to use your strengths, work with a global and inclusive team, and take on meaningful challenges. At Hilti, you’ll have the chance to make your ideas, achievements, and growth real through purpose, passion, and teamwork.
Commitment to Inclusion
At Hilti, inclusion is a key focus in how we work, lead, and grow together. We are committed to embracing diversity of thought and creating an environment that is inclusive of everyone, everywhere. We continuously strive to ensure every voice is valued and every team member feels empowered to contribute. By building on this foundation, we strengthen our teams, our innovation, and our impact, making construction better together.