What's the Role?

As a Trade Manager at Hilti, you will be responsible for driving sustainable and profitable growth within the assigned trade segment by developing and implementing trade strategies, strengthening market reach capabilities, and creating superior customer value. You will act as the subject matter expert for the trade, translating market insights into strategic initiatives, collaborating closely with Sales, Product Management, Supply Chain, Finance, and HR teams to accelerate business growth and strengthen Hilti's market position.

What Does the Role Involve?

Trade Strategy & Business Development

• Develop, implement, and continuously refine the trade strategy to achieve sustainable sales growth, profitability, and market share expansion.
• Identify market opportunities, emerging trends, and customer needs to drive future growth.
• Build and maintain a comprehensive market fact base, including:
• Industry trends and market dynamics
• Competitive landscape and benchmarking
• Market size and growth potential
• Customer segmentation and buying behavior
• Application and solution requirements
• Develop short-term and long-term investment and growth plans for the assigned trade.

Market Leadership & Customer Engagement

• Position Hilti as a trusted partner and thought leader within the assigned trade.
• Build relationships with key customers, industry associations, influencers, and strategic stakeholders.
• Participate in key customer development activities and support strategic account growth.
• Represent Hilti at trade events, conferences, seminars, and industry forums.

Product & Value Proposition Management

• Collaborate with Product, Service, and Software teams to develop compelling customer solutions.
• Identify key applications and define value propositions that differentiate Hilti from competitors.
• Contribute to portfolio planning, product launch strategies, and lifecycle management.
• Support pricing strategies and value-based selling initiatives to maximize customer value and business profitability.

Sales Enablement & Capability Building

• Strengthen trade-specific competencies within the sales organization.
• Deliver training programs related to customer applications, product knowledge, competitive positioning, value selling approaches.
• Support Sales Managers and Account Managers in executing trade strategies and customer engagement initiatives.
• Act as the primary interface between Marketing and Sales to ensure aligned execution priorities.

Cross-Functional Collaboration

Work closely with functional departments on trade related topics - profitability analysis, supply chain on inventory planning, regional and global marketing teams on strategic initiatives. Lead and coordinate cross-functional projects that drive business growth and customer engagement.

Trade Steering and Tracking of Execution

• Monitor and analyze trade performance through KPIs and business reviews.
• Track sales growth, market share, customer engagement, and profitability indicators.
• Provide regular business insights and recommendations to leadership teams.
• Ensure effective execution of trade initiatives and continuous improvement of business outcomes.

What You Need Is

Education

Bachelor's degree in Engineering, Business Administration, Marketing, or a related field. MBA or advanced degree is an advantage.

Experience

• Minimum 5 years of experience in Sales, Marketing, Business Development, or Product Management.
• Experience in B2B, industrial, construction, manufacturing, or technical industries preferred.
• Demonstrated track record of driving business growth and executing strategic initiatives.
• Experience working in matrix organizations and managing cross-functional stakeholders.

Competencies

• Strong strategic thinking and business acumen.
• Excellent analytical and problem-solving skills.
• Strong communication and presentation skills.
• Ability to influence and engage stakeholders within organization.
• Customer-focused mindset with strong commercial orientation.
• Ability to manage multiple priorities in a fast-paced environment.
• Fluent English and Chinese communication skills.