Head of Overseas Business Development

Role: Head of Overseas Business Development

Reporting to: Managing Director

Company Description:

Hill Engineering is a major global provider of attachments for hydraulic excavators. The core product is called Tefra; and this is an innovative, robust and high-quality hydraulic coupler, which can be installed on excavators from 2 ton size class through to 120 ton size class. This then enables to machine operator to connect and disconnect a wide range of machine attachments, without leaving the operators cab, thereby enhancing both efficiency and safety.

The product is used in many major markets worldwide, including Europe, North America and Australasia. The key customers are OEMs in the construction equipment market, dealers in these types of products and end users of all sizes.

The business commenced trading in 1992 and is wholly owned by the Hill family. The founder, Ian Hill, remains in overall control as Managing Director and this role reports to him.

Overview of the role:

• To take responsibility for the overall annual sales target, per the current Business Plan. To act as a full member of the Hill management group.
• To liaise as necessary with all other departments e.g. Operations, Engineering, Procurement, Production and Finance and Product/Customer support
• To ensure that the sales operations at Hill operate in full alignment of the policies and strategies of the Board

Key responsibilities and Accountabilities:

• Sales. To identify and then implement a clear strategy to increase sales of Hill products in all major developed economies.
• Dealer development. Outside the UK, the products are sold by dealers, who are appointed to sell into their designated territories. The HoOBD is responsible for the identification of suitable dealer candidates, for recommending the appointment of dealers and (upon Board approval), all future liaison with and management of these dealers. The candidate must therefore be able to show a successful record of managing product sales through a dealer/distributor network.
• Strategy. This person will be responsible for creating and (upon Board approval) implementing a robust sales and marketing strategy, designed to meet overall Hill Engineering strategic business development and growth plans.
• Market knowledge. The market for the core products has changed considerably in recent times. This has been driven by growth in demand from core customers and by developments amongst the major users groups, especially the OEMs. It is essential that these developments are monitored and understood and as necessary, that the Board is informed and recommendations are made if initiatives such as new product development or new distribution models are needed to support overall objectives.

Core competencies and experiences:

• Personal organisation. Can handle arrangements for extensive overseas travel, in line with relevant company policies
• Understands the demands of contemporary successful dealership and can develop and maintain systems and procedures to manage these important relationships
• Flexibility. Can undertake multiple overseas trips, sometimes of several consecutive weeks and occasionally at short notice
• Is comfortable with the unique demands that arise from long periods of lone working, both at home and overseas.
• People. Lead, guide and mentor direct reports and work collaboratively with all other departments. Develop direct team members and others and ensure they can make the maximum contribution to the company’s success.
• Passion. Show high levels of commitment to both the role and the company’s plans, aims and objectives. Support and contribute to the ongoing development of these
• Personal qualities. Always show honesty and integrity. Lead by example. Inspire other to perform to their full extent of their ability.
• Communication. Practice clear, concise and effective communication, both within the sales department and more widely within the business.