My time as a Technical Sales representative

Once more I realized that in Sales there is always both the professional and the emotional side of the business. Also, having my “fresh” successor at my side, I felt transported back in time for one year when I was new and these very customers and their businesses (and parts of the Hilti business also!) felt completely alien to me. Coming from university, it was definitely a challenge to jump “into the field”. Suddenly I had to deal with specifics of tools from little battery drills through measurement lasers to huge demolition hammers or diamond drills, all kinds of anchors from mechanical bolts to chemical ones, firestop, installation systems, not to mentions services, training and software. Next to that, I had to get to know a diverse range of clients. Being in industry trade, I had the chance to gather inside into all kind of client firms, from the three-person craftmen business to big power plants or manufacturing firms. I hadn’t been aware that all these kinds of businesses had their own maintenance, installation, assembly or projects where they needed our products. And also there was the side of getting to know the processes of a highly effective direct sales and technical consultation cohort. And of course my colleagues, starting with my very team (whom I poked with questions on all the above mentioned issues a loooooooot in the beginning!), to individuals all across the Hilti value chain (Customer service, logistics, credit management, fleet management, Hilti store representatives, preparation center…).

So, a lot to digest at the beginning. Now, after this year (which feels like having gone by in an instant) I really see the point of why they send us to the front: No PowerPoint slide or any good efforts trying to explain it would have made me understand how diverse the core of Hilti’s business is: its direct sales model. This year was rich of experiences, full of ups (the feeling of a landing a big sale is unique to sales people / the feeling of actually helping people in a technical training or seeing your suggestions implemented is also kind of nice…) and downs (when no one wants to see you, because seemingly all customers are either on vacation or too busy deputizing their colleagues / when you have lunch all alone and your phone friends don’t answer / flat tire / speeding ticket…). All these experiences will always stick to my memory and will accompany me on my further Hilti path. Find a few impressions below.

Hilti sparks creativity!

That way, you can ride uphill powered by Hilti and then take the tool off for a downhill ride in classic longboard mode:

Relying on Hilti while climbing

…This is an indication that someone might have used a special Hilti mortar.

In addition, many routes are set using Hilti cordless hammerdrills – some impressions to be found here: https://www.hilti.com/content/hilti/W1/US/en/the-difference/behind-the-scenes/using-hilti-cordless-in-rock-climbing.html

Soccer mania in Panama!

It was crazy to see all the emotions, the tears and the incredible fiesta that was started spontaneously! Thank you Hilti for yet another unique experience!

Return to the Balkans

It was not even two months ago that we built the houses in Srebrenica (Bosnia) in the scope of the social project with the Hilti Foundation. I would not have dreamed that I would visit the region again so soon. But in the Outperformer Program, chances come fast.

On my project in Panama I realized that in many regards, some Latin American countries face the same challenges as some Ex-Yugoslavian countries (such as relatively small market potential, difficult market environment in terms of the Hilti value proposition, customs borders etc.). This realization was thanks to an input presentation by the head of the Subregion and the GM of Bosnia on our last day in Bosnia. So I reached out to them and they invited me to an experience exchange (I was to Europe anyway for vacation). That way I was able to visit the regional headquarters in Italy to meet with various colleagues from different functions and go to two small market organizations, Albania and Montenegro, to see the daily Sales routines. The photo was taken on a jobsite in Montenegro. Once again I was amazed how open the colleagues from all over the world are. In addition, it was incredible to see that the Hilti business somehow is the same all over the globe – passionate Hilti Account managers going to customers on jobsites to give technical consultation and show the newest innovation -, just adapted to different market environments – such as a focus on those products that fit the local needs. Now I am back to Latin America transferring the learnings from my trip to this region.

Pura vida en Costa Rica!

Just two weeks ago I was to Peru (unfortunately the photo below got quite blurry, but of course nice dinners were part of it as Peru is very famous for its cousine).

As I am running a strategic project how to make the partner business more effective over here, these exchanges with the local markets are very valuable.