Interview: On an equal footing with customers

Tore on field service, flat hierarchies, and a wide range.

 

Tore, how did you come to join Elektrosil?

I joined Elektrosil six years ago. Before that, I worked at another company that was also active in the electronics industry. That’s where I completed my training as a wholesale and foreign trade specialist and began looking to take the next step in my career.

By that point, I was already a qualified wholesale and foreign trade specialist and had gained some initial experience in field sales within the electronics sector. I realized early on that to truly succeed in this field, you need a solid technical understanding – ideally even a technical degree – to be able to discuss solutions with customers on an equal footing.

I wanted to grow professionally and continue learning. That’s how I came across Elektrosil and had a conversation with Hannes Collenburg about an open position. At the time, there weren’t any vacancies in field sales, but I was offered the opportunity to join Elektrosil as a junior sales representative. At the same time, I started evening classes at technical college, from 5 to 10 p.m., to become a certified technician.

 

How would you describe the company culture and hierarchy at Elektrosil?

We’re a relaxed, modern, and youthful team – combined with experienced engineers who bring a lot of strength to the table. Elektrosil has been undergoing change in recent years, and I really feel the company is making a genuine effort to understand different perspectives. Whether it's the younger generation with their new expectations and challenges or long-time employees – everyone is given the space to grow and succeed in their own way.

At the end of the day, a company stands or falls with its employees – and I think we have a really great team.

As for the hierarchy: I report directly to my boss. The structure is as flat as it gets, which gives me a lot of freedom and decision-making authority in my role. I only need to coordinate with my boss when I want to take a different approach – and I really appreciate that level of trust.

 

Technical consultation between development and technical sales.

 

What do you enjoy most about your work?

I really enjoy inspiring other companies about Elektrosil – because I’m convinced our concept has enormous potential. Many businesses don’t even know what we’re capable of – and sometimes we ourselves are surprised by the full extent of our in-house expertise.

Compared to traditional field sales roles, where you're often expected to squeeze in 3–4 appointments a day with a focus on quantity, I really appreciate the freedom I have at Elektrosil. I’m given the time to focus on customers where I see real potential – to build and deepen relationships and, ultimately, to generate new projects and increase revenue in a sustainable way.

 

Did you always want to work in sales?

I think I’m pretty good at what I do. Of course, nobody’s perfect – there’s always room to grow and improve. But I truly enjoy this job.

If money were no issue, maybe I would have become an animal caretaker at Hagenbeck Zoo – that would’ve been a dream job too. But realistically, I think I’ve found the right place for myself in this field.

I’ve always had a strong personal interest in the electronics industry, and I enjoy constantly learning new things. What fascinates me is the sheer variety: one day I’m working with electronics for washing machines, the next it’s a CNC machine control system, and then I might be searching for a solution for a generator used in an operating room.

This diversity and the range of applications are what make this industry so exciting for me.

 

What personal skills are important in your role?

First and foremost, you need strong interpersonal skills – to work well with all kinds of personalities. You have to be open to new things and willing to tackle challenges head-on. At the same time, a certain degree of structure and planning is essential to be successful in the long run.

Consistency is also key – to be able to track how each customer is developing over time.

 

Can you give us some insight into your day-to-day work?

No two days are alike. My workday usually starts with answering current emails from customers or coordinating with our partners. A day in the office looks completely different from a day out in the field.

In the office, I focus on long-term planning for each customer. I prepare offers, get ready for meetings, and handle the follow-up work afterward – all of which takes a significant amount of time. As a key account manager, I also regularly communicate internally with departments like logistics and product management to share current updates and requirements from our clients.

In short: my workdays are very diverse – and that’s exactly what makes the job so exciting for me.

 

What are your hopes for the future at Elektrosil?

I hope the trust my supervisor has in me continues just as it is now. I also wish for continued healthy, sustainable growth – just like we’ve managed to achieve in recent years.

Open communication on equal footing and a leader who listens when it matters are very important to me.

And of course, I’m excited about new projects and further growth!