Head of Solution Selling

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The Head of Solution Selling is responsible for driving Hilti Belux strategic growth priorities related to Solution Selling, Solution Lifecycle Management and Customer Success. The role translates the MO strategy into concrete programs and execution across Fleet Management, ON!Track, Sustainability and the broader customer lifecycle.

By leading a multidisciplinary Solution Selling organization, the role ensures that customers successfully adopt Hilti solutions, realize measurable value and remain engaged throughout the lifecycle. The Head of Solution Selling connects MO Belux with HUB and Global counterparts and steers the contribution of the function to growth, retention, renewal and share-of-wallet expansion.

What you'll do

Strategy Deployment and Business Steering
* Own and deploy the MO Belux Solution Selling strategy.
* Translate strategic priorities into concrete programs, actions, objectives and KPIs.
* Drive growth through Fleet Management, ON!Track, Sustainability and Lifecycle Management initiatives.
* Align priorities with Lead 2030 and the commercial objectives of MO Belux.

* Monitor performance, identify gaps and opportunities, and report progress to the Leadership Team.
* Strengthen transparency on acquisition, adoption, retention, renewal and expansion drivers.

Leadership and People Development
* Lead, coach and develop the Solution Selling organization and its direct reports.
* Set clear objectives, roles, responsibilities and performance expectations.
* Create a high-performing, collaborative culture focused on customer value and business impact.
* Conduct regular team, coaching, performance and development conversations.
* Build capabilities and succession pipelines across the Solution Selling community.
* Promote effective collaboration between Marketing, Sales, Customer Service, Customer Care and Operations, on local, regional and global level.

Customer Success and Lifecycle Management
* Own and continuously improve the customer success approach for the relevant solution portfolios.
* Drive customer onboarding, implementation, adoption, engagement and value realization.
* Establish proactive customer care and risk-management mechanisms.
* Develop and improve end-to-end lifecycle journeys, handovers and governance.
* Steer initiatives that strengthen retention, renewals and solution expansion.
* Ensure clear ownership and effective orchestration across customer-facing roles.

Functional Leadership of the Solution Selling Ecosystem

Provide functional and operational leadership across the following areas:
* Solution Consultants: drive consultative selling excellence, strategic solution campaigns and support for major customer opportunities.
* Implementation & Service Specialists (ISS): ensure high-quality onboarding and implementation, customer readiness, user enablement and change management.
* Customer Success Managers (CSM): drive proactive customer success, solution utilization, value realization, risk management and orchestration of support processes.
* Sustainability: integrate sustainability into the Solution Selling strategy and develop customer value propositions that support Hilti and customer sustainability ambitions.
* Solution Selling community: guide relevant field and functional stakeholders and create consistent ways of working across Belux.

Cross-Functional, HUB and Global Collaboration
* Lead strategic and transformational projects across functions.
* Collaborate closely with MO, HUB and Global stakeholders.
* Represent MO Belux in relevant international Solution Selling and Lifecycle Management communities.
* Translate global initiatives and best practices into effective local execution.
* Share market insights, lessons learned and scalable practices with the wider organization.

Process Excellence and Continuous Improvement
* Define and optimize operating models, roles, responsibilities and handovers.
* Establish performance-management, governance and reporting standards.
* Improve data transparency and enable fact-based business steering.
* Drive process simplification, operational efficiency and digital enablement.
* Continuously improve the quality and consistency of the customer experience.

Key Success Measures
* Fleet growth, contract quality and renewal performance.
* ON!Track growth, implementation quality, adoption and usage.
* Customer acquisition and retention, risk reduction and expansion.
* Customer success and value-realization indicators.
* Quality and effectiveness of lifecycle processes and cross-functional handovers.
* Strategic project delivery and contribution to Lead 2030 and MO Belux objectives.
* Team capability, engagement, development and succession readiness.

What you'll bring

Required Experience
* Strong commercial leadership experience; previous Area Sales Manager experience is preferred.
* Proven track record in Solution Selling and customer value creation.
* Experience leading and developing teams in a cross-functional environment.
* Demonstrated success in strategic project, transformation and change management.
* Ability to work effectively across local, HUB and Global stakeholder networks.

Core Competencies
* Strategic thinking and strong business acumen.

* Customer-centricity and a value-selling mindset.
* Leadership, coaching and talent-development capability.
* Influencing, communication and stakeholder-management skills.
* Project management, change leadership and execution discipline.
* Analytical thinking and performance-management capability.
* Ability to simplify complexity and operate effectively in a matrix organization.

Leadership Expectations
* Act as a role model for Hilti values and leadership principles.
* Inspire ownership, collaboration and continuous improvement.
* Develop people and build sustainable organizational capability.
* Balance strategic direction with hands-on execution.
* Keep customer outcomes and measurable business impact at the center of decisions.