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Location

Location
Hong Kong
Region
Hong Kong
City
Hong Kong
Career Area
Marketing, Sales
Experience Level
Experienced Professionals
Job ID
WD-0045706

Description and requirements

Drive profitable growth and customer engagement across North Asia by leading the Inside Sales Account Manager (ISAM) program and scaling eCommerce channels - including Hilti Online, Hilti Shopping App, and Marketplaces (e.g., Tmall, Naver).

 

This role owns the strategy and performance of digitally enabled sales channels, while supporting execution and enablement in MOs to deliver a seamless omnichannel customer experience and accelerate share of wallet.

 

What You’ll Do 

 

1. Inside Sales (ISAM) Program Leadership

  • Design and execute the regional ISAM strategy aligned with Regional Hub and Market Organizations (MO) priorities and reference the guidelines of Global Competence Centre (GCC).
  • Work on trade segmentation, regional coverage using data-driven insights. Work with MO to define the investment of ISAM to drive acquisition, retention, and account penetration / upsell.
  • Partner with MO sales leaders to ensure strong integration between field sales / AM and ISAM.
  • Partner with hub and MO digital leaders to ensure strong leverage of Hilti networks, engagement marketing, demand generation to generate leads, and utilization of Hilti Online and Hilti Shopping App for ordering. 
  • Partner with product teams (PLS) on product portfolio management and ISAM trade waves for product training.
  • Drive execution of ISAM with MO ISAM sales manager through implementation of operational standards. 
  • Develop playbooks, scripts, and best practices to improve execution, sales productivity and conversion.
  • Build capability and competence through coaching frameworks, training programs, and performance management.
  • Track and steering the performance of ISAM team with defined KPI. 
  • Provide feedback from regional local initiatives and share best practices with global teams (GCC)

 

2. eCommerce Channel Strategy & Growth

 

  • Develop and implement regional eCommerce growth strategy. Own end-to-end performance of Hilti Online (website), Hilti Shopping App, Marketplaces (Tmall, Naver, others) with execution led by MOs
  • Work with Global stakeholders to optimize customer journeys, UX, and conversion funnels based on feedback / pain points / local market dynamics in MOs 
  • Conduct A/B testing and experimentation to optimize digital journeys and share feedback / best practices for implementation in MOs.
  • Drive adoption and repeat usage of Hilti Online and Hilti Shopping App for product, services information and self-services on purchase and repair. 
  • Manage marketplace strategy including assortment product portfolio management, pricing, promotions, and partnerships, while leveraging relevant Demand Generation and Engagement Marketing teams.
  • Ensure consistent brand and pricing governance across all channels.

3. Commercial Performance & Omnichannel Integration

  • Partner with Demand Generation and Engagement Marketing teams to plan and execute campaigns that drive traffic, leads, and revenue across channels.
  • Leverage digital marketing, CRM, and analytics to boost conversion and lifetime value.
  • Partner with product and marketing teams on promotions, launches, and lifecycle campaigns.
  • Optimize pricing, upselling, and cross-selling strategies.
  • Create a seamless experience across inside sales, field sales, and eCommerce.
  • Drive “digital-assisted selling” through ISAM teams leveraging eCommerce tools.
  • Enable features like click-and-collect, cross-channel promotions, and unified customer data.

 

What You’ll Bring 

  • 10+ years in sales, eCommerce, or digital channel leadership
  • Proven experience in Inside Sales / Remote Selling models
  • Strong expertise in eCommerce platforms and marketplaces 
  • Experience in B2B or omnichannel environments is highly desirable
  • Experience leading small teams of 2-3 people
  • Strong commercial acumen and data-driven decision-making
  • Deep understanding of digital funnels and customer journeys
  • Leadership and stakeholder management across multiple markets
  • Ability to drive transformation and change in traditional sales organizations