Energy & Industry - Technical Business Developer
4 weeks ago
What's the role?
The Technical Business Developer II 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 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?
• Serve as primary contact and negotiator for assigned EPC’s, 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 ranked 3rd place on the coveted Best Workplaces in Construction by Fortune 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, RPP 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
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