From Sales to Strategy: Ivan’s Story of Growth and Mobility

Written by Ivan in collaboration with the North Asia employer brand team 

What if your next career move did not mean changing companies but changing perspectives? At Hilti, we believe in building careers without limits—across functions, geographies, and experiences. When an opportunity aligns with a team member’s aspirations and strengths, we actively support their growth, even if it means moving across departments or regions. It reflects our commitment to nurturing diverse experiences and unlocking individual potential. 

Ivan’s story is a testament to this value. He began his journey with Hilti in 2018 as an account manager, serving customers in the mechanical and engineering trade in Macau.  

“Starting in frontline sales allowed me to directly engage with customers and gain first-hand insight into how Hilti operates,” Ivan recalled. “It paved the way for my current role in marketing and people leadership.”  

In just seven years, Ivan evolved into a strategic business leader, driving growth in tool service solutions across Hong Kong and Macau. He also took on an additional role as solution area sales manager, leading a team of solution consultants.  

“Every move came with its challenges, but I’m grateful for the trust and support I received from my managers, peers, and team members,” Ivan shared. 

Stepping Out of His Comfort Zone: From Sales to Strategy  

“During my time as an account manager, I deepened my connection with customers and gained a broader understanding of our diverse product offerings. This sparked a strong interest in shaping long-term strategies and inspired me to grow into a business leader,” Ivan shared. “My team leader at the time played a key role in encouraging me to explore beyond my current responsibilities.”  

Through regular field coaching and one-on-one catch-ups, Ivan openly shared his career aspirations with his team leader. In return, his team leader provided constructive feedback and thoughtful observations during their sessions, fostering collaborative discussions to address development areas and supporting Ivan in achieving his goals. Ivan also joined the Development Center, a program offered by Hilti to strengthen business acumen and leadership capabilities.  

After 4 years sales position in Macau, an opportunity emerged that matched Ivan’s career aspirations and strengths—he was offered the position of tool service marketing manager in the Hong Kong Marketing Team. At that time, he took on the new cordless platform battery launch project - a brand-new, high-impact initiative driven by Hilti’s global strategy.  

“At first, I had a feeling that the transition would be a real challenge,” Ivan said. “However, I saw it as an opportunity to stretch myself and grow professionally. My experience in sales gave me valuable insights into how clients perceive our products, which greatly informed my strategic approach to the project.”  

Despite the challenges of stepping into a new function and leading a major launch, Ivan received strong support from his managers and teammates. His account manager experience, combined with close alignment with the marketing team, played a crucial role in the successful execution of the project. 

“The team was very open-minded about my transition and genuinely supportive, which helped me integrate quickly and smoothly,” Ivan shared. 

 Stepping Up: Embracing People Leadership Amid Change 

Ivan relocated to Hong Kong during the challenging COVID time, which made the transition especially difficult due to social distancing policies. As a first-time people leader, building team spirit and bonding with teammates was particularly tough. 

“I truly appreciated my team leader at that time, who served as a role model and generously shared her coaching experience,” Ivan said.  

To support his leadership journey, Ivan joined a series of leadership development trainings to quickly ramp up his growth. These included the Hiring the Best People, which sharpened his interview skills, and the New People Leader Workshop, which deepened his understanding of leadership responsibilities and effective team management. 

Empowered by Experience: Shaping a Holistic Leader 

Now, as head of tool services marketing and solution area sales manager, Ivan attributes his growth to cross-functional mobility and the strong support he received along the way.  

“I am grateful that Hilti trusted my ability to transfer knowledge across both departments,” Ivan highlighted. “This unique experience has made me even more eager to engage directly with clients alongside my team and to bridge the gap between strategic business planning and real-world execution.” 

Reflecting on his journey, Ivan emphasized how it shaped him personally and professionally: 

“Hilti’s collaborative culture and strong support network enabled me to adapt quickly to different roles. It helped me grow into a more holistic and versatile business leader—someone who can collaborate effectively across functions, empathize with others’ perspectives, and contribute meaningfully both internally and externally.” 

At Hilti, cross-functional mobility isn’t just a career path—it’s a powerful journey of growth, discovery, and transformation. We believe that success is shaped by diverse experiences and the courage to step beyond comfort zones. By empowering our people to explore new roles and perspectives, we’re not only building stronger teams—we’re nurturing future-ready leaders. Ivan’s story is just one example of how we support our team members to thrive, lead, and make a lasting impact. 

Interested in building a cross-functional career with Hilti Hong Kong? Explore how you can grow with us through exciting opportunities.