As Head of Sales in the dynamic world of electronics at HEIDENHAIN, Andreas Frank navigates global markets, technological breakthroughs, and human connections with equal passion. In this interview, he shares what drives him, how he balances precision with empathy, and why real trust still begins face to face.
What does a typical day in your role as Head of Sales look like?
I usually start my workday early, around 7:30. After filling up my water jug to stay hydrated, I scan my emails for urgent updates. If something pressing has come up, I adjust my schedule and dive in. Otherwise, I focus on strategic topics until meetings start around 8:30. My days are filled with decisions, so I try to keep time blocks free for long-term projects, reporting, or high-level customer engagements. Around 11:30, I usually get hungry and motivate colleagues to join me for an early lunch – amazing how much gets solved over a good meal. Afternoons are structured similarly. I make an effort to finish work at a reasonable hour so I can stay active and spend quality time with my family. Balance is key.
What excites you most about working in the electronics industry?
The electronics, and especially semiconductor sector, is probably the most dynamic and innovative industry in the world. It’s shaped by global megatrends and influences our daily lives in countless ways. I find it incredibly exciting to be part of this evolution and to help drive it forward. Being seen as a key enabler gives us a seat at the table when cutting-edge technologies are being developed.
Which current developments in industrial technology do you find most inspiring?
AI will likely have the most significant impact on our lives in the near to mid-term future. The required chip architectures are extremely complex, and heterogeneous integration is a crucial path forward. The resulting challenges demand unprecedented precision and productivity. It’s fascinating to see the performance levels HEIDENHAIN and ETEL are achieving to meet those demands.
What are the biggest challenges you face in international sales?
Honestly, I love the international aspect of my work. The electronics industry has been global since the 1970s and is one of the most culturally diverse sectors today. This brings a rich mix of perspectives, behaviors, and business styles. Of course, it also means keeping pace with global supply chains, discussing a project in Asia in the morning and solving integration issues in the U.S. by evening. And yes, we all speak the same language – let’s call it “International English.” Sometimes, it takes special effort and awareness to ensure true understanding across borders.
Andreas Frank, Senior Head of International Sales
“AI will likely have the most significant impact on our lives in the near to mid-term future.“
at HEIDENHAIN
Can you share a project that has been especially meaningful or memorable to you?
We partnered with a leading fabless design house on a panel-level application requiring on-tool metrology. Competing solutions were too slow or lacked accuracy. Our ETEL system using HEIDENHAIN high-end metrology was a perfect fit, but we had to develop a new revenue model to make it work. Navigating the technical, commercial, and legal complexities was a major challenge, but also a rewarding one, and it helped us create new business opportunities for the industry.
What skills do you consider essential for success in technical sales today?
A solid technical foundation is essential, but that’s just the beginning. What really makes a great salesperson, especially in international environments, is the ability to listen, build trust, and gather insights that influence the success of a project. Understanding customer needs, stakeholder dynamics, and the forces driving decisions takes patience, accountability, and empathy. And, of course, persistence to see things through.
How did your career path lead you to your current position at HEIDENHAIN?
I’d call it a personal evolution. I started with a degree in mechanical engineering and worked in R&D. As I took on more responsibility, I became increasingly interested in business development. Eventually, I moved into customer-facing roles in engineering services and later electronics sales. It felt like a natural progression, but I still enjoy the technical side of my work.
What initially sparked your interest in sales?
It was the realization that no matter how great a product is, it still needs a market. I was drawn to the challenge of translating outstanding technology into value, and the fact that the market is the ultimate judge. Sales combines product, communication and strategy in a way that’s both demanding and incredibly rewarding.
Andreas Frank, Senior Head of International Sales
“I’m a passionate rock climber. There’s nothing more relaxing than being outdoors with friends.”
at HEIDENHAIN
How important is personal customer contact in today’s increasingly digital world?
It’s more important than ever. Email is fine for information exchange, but trust, the foundation of any strong relationship, requires real human interaction. When it comes to solving problems, we need to know we can rely on the person on the other end. My preferred order of communication is: in-person meeting, video call, phone call, and email comes last.
You travel a lot – what are your best tips for business travel?
If you ever get the chance, visit Tokyo. The scale of the city, its efficiency, and the kindness of the people are unforgettable. The food is amazing, and the experience gives you a completely new perspective.
What hobbies or activities help you unwind after a busy day?
I’m a passionate rock climber. There’s nothing more relaxing than being outdoors with friends, chatting and joking, exploring new climbing routes, and solving the moves of a difficult climb. When I can’t get to the rocks, I train at home or in the climbing gym. I’ve set up a small terrace gym for short but intense 25-minute workouts that keep me fit. Evenings are for my family, dinner with my wife and daughter helps me shift focus and to live in the moment.
How do you handle pressure and responsibility in your leadership role?
First, I am convinced that a healthy balance of professional and private life is the key to keep performing at a high-level and coping with stress. Maybe it sounds a bit old-fashioned, but I`m guided by the motto “Mens sana in corpore sano”, I consciously maintain a healthy lifestyle. Regular exercise, balanced nutrition, and sufficient sleep are very important to me. On top, I’m fortunate to have a family that is very supportive and understanding of my professional commitments. This strong foundation at home gives me the stability I need to meet the demands of my leadership responsibilities.
What did you dream of becoming as a child – and how does that reflect in what you do today?
Somehow, I always wanted to build or create things. This is why I started my career as an R&D engineer. When I see the products, I helped to create, I still get a childish sense of pride. Today, I no longer build products, I help develop new business opportunities. This is, in many ways, still feeding into my childhood vision of my future self.
Andreas Frank, Senior Head of International Sales
“I think respect & friendliness are some of the most important values in both professional as well as private life.”
at HEIDENHAIN
What personal and professional values guide your decisions?
I think respect & friendliness are some of the most important values in both professional as well as private life. I try to treat everyone with a high degree of both, no matter what the situation. Especially in high pressure situations that can be very challenging, but all my experience has shown that it is not only the smoothest but also the most successful way to achieve a goal.