Be Bold: How Lucie Built a National Sales Leadership Career at Hilti

Written in collaboration with Lucie Canal, and the employer brand team

Growth Made Real by Saying Yes

Some careers are carefully planned from the start. Others take shape step by step through curiosity, courage, and the willingness to say yes to new opportunities.

Lucie Canal's journey reflects the second path of being bold, inquisitive, and optimistic.

She may not have set out to become a Sales Director. Instead, she followed what energized her, stayed open to change, and continually challenged herself to grow.

Today, she leads at a national level, shaping strategy, developing leaders, and driving business impact. Her journey is not defined by a single breakthrough moment, but by years of steady growth, supported by a culture that encourages people to stretch beyond what they thought possible.

Discovering What Drives You

Lucie's career didn't begin in sales. In her early role as a purchaser, she gained exposure to the construction industry but quickly realized something was missing.

"I wanted to speak with people, to build connections," she said. "I needed to be in the field and find solutions alongside customers."

That realization, combined with a strong recommendation from a friend who spoke highly of Hilti's culture, encouraged her to take the next step. When Lucie joined Hilti in 2014 as an Account Manager, she entered an environment that felt both unfamiliar and full of opportunity.

"I first started as an Account Manager in mechanical and electrical trades, and I didn't know anything about those trades at the time," she said. "It was very new and very technical, so the beginning was quite challenging. But the support from colleagues, from my manager, even from customers, was so strong. It made the difference."

It was a turning point. Lucie didn't just take on a new role, she stepped into an experience that challenged her, supported her, and pushed her to grow.

Stepping Beyond Your Comfort Zone

After two years in sales, Lucie chose to take on a new challenge in Business Development, supporting the early launch of ON!Track in France.

The move pushed her into unfamiliar territory and that was exactly what motivated her.

It was really like a startup environment. I really liked the challenge of testing something new, to discover what worked and what didn’t.

The role required her to think beyond her previous scope and understand how different parts of the business connect.

"You needed to understand everything, marketing, finance, logistics," she explained. "It pushed you to see the whole business."

This experience expanded both her perspective and her confidence.

"I got a taste of it and thought, maybe I could do this with a team of my own."

Learning to Lead

Taking her first step into people management as a Fleet Services Team Leader helped Lucie define what leadership meant to her.

"I learned that I like to support people, to motivate them, and help them bring out their potential," she said.

At the same time, it challenged her to grow in new ways.

I had to learn how to give direction, how to listen, and how to trust people, to give them the space to test things out and push their ideas forward.

That trust became the foundation of her leadership style.

"I'm a balance between supportive and demanding," she said with a smile. "People grow when they feel trusted. When you give them room, they show what they can do."

This mindset prepared her for the next step, leading the steel & metal business as an Area Sales Manager, where she combined customer understanding, business acumen, and team leadership.

Expanding Impact at a National Level

Taking on national responsibility marked a new chapter in Lucie's journey. 

This required a different approach to leadership. Less about being close to every decision, and more about creating clarity, building trust, and enabling others to lead.

It was also where everything came together, her experience across roles, her understanding of the business, and her belief in people.

Leading at this level means working through others, it’s about aligning people and helping teams move forward together.

A Culture of Supported Growth

Lucie's journey has never been one she navigated alone. She shared:

I have always been surrounded by people who supported me and my goals. You can grow at Hilti if you want to grow. You can shape your path, and the people around you will help make it real.

That experience continues to shape how she leads today. Even in a national leadership role, her focus remains on creating an environment where teams can succeed together.

"I love when the team feels proud of what they do," she said. "When winning is shared."

For Lucie, success has never been about individual achievement. It comes from trust, shared ownership, and helping others move forward with confidence.

Why It Matters: Growth Made Real

Lucie's story reflects what growth at Hilti really looks like.

It's not about having a fixed plan from the start. It's about stepping forward, staying open, and learning along the way.

Because at Hilti, growth doesn't happen by chance. It becomes real when people take initiative, embrace challenges, and are supported along the journey. And sometimes, all it takes is the courage to try.