David BARBIER
Panama
Summary
Dynamic leader with a proven track record at Hilti Latin America, driving a 60-person team to achieve significant market reach and sales growth. Expert in strategic thinking and collaboration, leveraging advanced skills in Power BI to enhance performance metrics. Committed to fostering talent and delivering exceptional results in competitive environments.
Overview
23
23
years of professional experience
1
1
Certification
Work History
Head of Engineering (Director of Technical Sales)
Hilti Latin America
Panama
09.2021 - Current
- Lead a 60-person, seven-country team (Panama, Mexico, Brazil, Argentina, Colombia, Peru, and Central America) under one operating rhythm for planning, reviews, and accountability.
- Own Market Reach strategy and execution at the regional level (coverage, campaigns, enablement, reviews), in collaboration with local GMs.
- Coach and train local technical sales managers, designing practical enablement programs, and field-ready trainings to ensure consistent execution.
- Drive Product, Services, and Software Marketing initiatives (paid media, webinars, content, service offers) to generate demand and accelerate adoption across priority segments.
- Manage the talent pipeline—succession planning, calibrations, and hiring—by partnering with HR and leadership to develop and place marketing and sales leaders across the region.
- Steer results through KPI dashboards and structured business reviews, focusing on pipeline, campaign performance, and execution quality.
BU Manager Fire Protection
HILTI North America
Plano
05.2017 - Current
- Lead the fire protection product portfolio (US$234M in 2019). Hire, coach and develop a team of 4 Product Managers. Define the PLS strategy and coordinate its execution by sales and technical field teams. Define and drive the execution of the Business Unit project roadmap.
- 11.9% BU Sales growth in 2019
- C2020 target of $200M sales achieved in 2019.
- Key contribution to the definition of new Market Reach opportunities (FSC program, Health Care SBD's)
- Drive fire protection industry changes through active participation to key trade associations (IFC, FCIA)
- Drive leadership in emergent innovative business segments (STC, Green Building, Mass Timber)
- Participated to TLD program 2019
Regional Manager
HILTI Canada
Mississauga
05.2015 - 05.2017
- Manager of a 7.4M CAD sales region. Hired, coached and developed a team of 9 Account Managers. Communicated and monitored the execution of the C2020 strategy to achieve sales and profit targets. Facilitated high level of collaboration of team members with other internal resources (FE, FPS, HC…) Drive solution selling (Fleet, OnTrack!) to VIP customers.
- 9.5% sales growth in 2016
- 111% of MSM target achieved in 2016 with 80% of team above target
- 4 team members promoted in 24 months
Senior Global Product Manager BU Anchors
HILTI AG
Schaan
04.2010 - 04.2015
- Managed the global screw anchor portfolio. Continuously monitored and run strategic analysis of in-life product performance (potential, sales, profitability, etc.). Defined marketing strategies of TTM projects, created marketing plans as well as launch execution plan and material. Trained local PM's and coordinated sales force trainings in more than 10 countries.
- 25% average growth from 20MCHF to 60MCHF
- 130% INP plan performance
- 2nd Place in 2015 Martin Hilti Innovation Price
Senior Product Manager BU Anchors & Fire Protection
HILTI France
Paris
01.2008 - 03.2010
- Management of mechanical anchors portfolio (23,5 M€) & firestop-chemical portfolio (4,5 M€). Created and implemented a firestop training program for sales force. Implemented training of project managers and contractors on use of anchors in nuclear trade.
- 11.9% sales growth
- 122% INP achievement on new firestop product launch (CP 660)
Product Manager BU Anchors
HILTI France
Paris
05.2006 - 12.2007
- Management of the mechanical anchor portfolio (21 M€). Defined marketing plans and product launch strategies. Defined and implemented sales force trainings. Definition and execution of sales acceleration activities (incentives, promotions...) Market segments and competition on watch.
- 9% sales growth in 2007
- 115% INP performance on new anchor launch (HUS-HR)
- Participation to transversal projects
- Marketing coordinator of National Sourcing Project
- Lead market representative in new products development projects
- Marketing coordinator for 2008 price increase
Key Account Manager Lotus professional
GEORGIA PACIFIC FRANCE
Paris
01.2003 - 04.2006
- In charge of retailer's & Key account portfolio (5,5M€) in several trades: hygiene, health, mail order selling, Cash & Carry, car & airline industry. Negotiated product referencing with company owners and head of purchase. Trained account sales force on Lotus Professional products and ride along to ensure proper demo and sales success. Created and implemented incentives for customers' sales force.
- 16% sales growth in 2005
- Best sales performance for new hand towel dispenser (163% of plan)
Education
MBA - Marketing, Communication and Innovation
ESCEM Business School
Tours, France01.2002
Skills
- Strategic thinking
- Strong leadership skills
- Active listening
- Drive to outperform
- Getting things done
- Driving change
- Efficient & collaborative team player
- Master in Excel
- All Office
- Power BI & Power Automate
- SAP
- BW
- FCPX
- Logic Pro
Training
- Executive Selling
- Lean Management
- Situational Leadership
- Hilti Marketing Management
Languages
- French
- English
- Spanish
Affiliations
- Music writing, playing, recording
- Music video writing and producing
- Adventure sports (Skydiving, Bungee Jumping, Zip Lining, Rafting, Kayaking, Canyoning, Spelunking)
Language Skills
French
Native/ Bilingual
English
Full Professional
Spanish
Professional
Certification
- Executive Selling 2018
- Situational Leadership 2016 & 2020
Timeline
Head of Engineering (Director of Technical Sales)
Hilti Latin America
09.2021 - Current
BU Manager Fire Protection
HILTI North America
05.2017 - Current
Regional Manager
HILTI Canada
05.2015 - 05.2017
Senior Global Product Manager BU Anchors
HILTI AG
04.2010 - 04.2015
Senior Product Manager BU Anchors & Fire Protection
HILTI France
01.2008 - 03.2010
Product Manager BU Anchors
HILTI France
05.2006 - 12.2007
Key Account Manager Lotus professional
GEORGIA PACIFIC FRANCE
01.2003 - 04.2006
MBA - Marketing, Communication and Innovation
ESCEM Business School
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