What's the role
The port of Antwerp is the second biggest Harbor in Europe and the number 1 Chemical HUB in Europe. With the Business Developer we want to develop the relationships, project pipelines and Hilti specifications with companies focused on the Port of Antwerp such as BASF, Total, INEOS, Borealis, Umicore, Covestro etc. The aim is increasing Hilti’s share of wallet by achieving a positive sales development on the account level and on their projects.
The role involves examining and understanding the impact of economic and market trends that affect the company and develop strategies to take full advantage of any changing circumstances. The Business developer needs to develop senior relationship contacts within the customer’s organization to drive pro-actively the execution of the account’s strategy.
Who is Hilti?
We are Our Customers’ Best Partner for productivity, safety, and sustainability for Making Construction Better.
Hilti creates value through leadership in the construction world built on differentiation and direct customer relationship. Globally about 33,000 employees, of which 50% in a direct customer relationship role, in more than 120 countries, contribute to making our customers’ work more productive, safer, and more sustainable. We do this with our differentiated offering of hardware, software, and service.
Doing this right, we will deliver to our customers better applications, better projects, better processes and better experiences.
To succeed on our purpose, we need people like you to be part of our foundation which is a passionate and inclusive global team. We strive every day to be a great employer for everyone and everywhere using a caring and performance-oriented culture. A culture where you as a team member hold the key to your own future.
What does the role involve?
What are we looking for?
Communication skills: create trust and clarity through active listening and respectful communication which you can adapt depending on the level of the stakeholders.
Networking and senior relationship management skills to be capable and confident while speaking to senior and C-level customers.
Pro-active and medium and long-term strategic thinking to build a customer development strategy and targets which can be easily explained and transmit to customers, peers, and management.
Driving teamwork and influencing internal and external stakeholders around the strategy without direct people leadership and while understanding external stakeholders’ pain points and trends.
Working autonomously and pro-actively to create your own planning and tasks according to your strategy to reach the targets.
Identify, understand, and deliver high level system selling value proposition; sell a solution and a product.
Process, product, and application knowledge to be able to address the 80/20 of customer questions in confidence and without requiring the support of back-office functions
Technical affinity to work mainly on MEP application, firestop, anchoring, fastening on steel and in general secondary steel structures
Project management capabilities to manage complexity of system selling across multiple geographies, functions, and customers.
Close and very frequent collaboration with international business developers, Construction project managers and directors and the global Energy & Industry team.
Living in a long-term environment where trends, needs and information changes throughout the process and showing ability to adapt fast and decisive your vision, strategy, and actions to guarantee success.
Sales affinity and negotiation skills.
How can you contribute to the success?
Contribute and be accountable for the specification and sales development (direct or indirect), the long-term relationship build-up, the definition and execution of account strategies by working on tailored commercial and technical solutions.
Expand the project pipeline on new-build and MRO of the targeted accounts.
Define the accounts, must-battles and focus projects in the Energy trade segment which includes the onshore, offshore, and power subsegments.
Develop senior relationship contacts within the customer’s organization to drive the execution of the account’s strategy. (Department heads, corporate, C-level)
Drive specifications at application level by driving and collaborating with the Hilti technical teams while working with the assigned accounts including designers, engineers, project team members, purchase dep., lead engineers, discipline managers, turnaround teams across multiple disciplines (Civil, Structural, Electrical, Instrumentation, Piping & Procurement).
Strong focus on the disciplines of MEP and firestop applications and in general secondary steel structures
Focus primarily on customer projects in Belux
Examine economic and market trends and conditions that effect the company and develop strategies to take full advantage of any changing circumstances.
Work 100% within the digital environment and with the digital systems in the Hilti group.
Potentially work with several offices/branches located outside Belgium.
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.
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.
What you need is:
Hilti is looking for a proactive team player who has the ability to accurately work in a fast changing environment in a challenging market. You are a keen listener and quick on your feet with follow up questions. Also, positive attitude and motivation to learn, develop and grow within the organization locally, as well as internationally, is important. Next to the above you have:
Preferably a master’s degree in engineering and/or successful experiences in business development.
Preferably background, experiences and network in the Energy and Petro-chemical industry
Sales affinity and experience in a direct customer relationship environment
In-depth knowledge of project Management
High degree of independence and personal responsibility as well as entrepreneurial thinking and acting
Affinity for technical products, services, and software solutions
Excellent communication skills in English, with a plus for Dutch and French
Ability to work in a matrix and multi-cultural environment.
Effective problem-solving experiences with understanding of project business and customer development.
Role is executed on a full-time basis with +80% of the time focus on and time in the field in the port of Antwerp.
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