Account Manager - Sales

As the largest pureplay adhesives company in the world, H.B. Fuller’s (NYSE: FUL) innovative, functional coatings, adhesives and sealants enhance the quality, safety and performance of products people use every day. Founded in 1887, with 2023 revenue of $3.5 billion, our mission to Connect What Matters is brought to life by more than 7,000 global team members who collaborate with customers across more than 30 market segments in over 140 countries to develop highly specified solutions that enable customers to bring world-changing innovations to their end markets.

• Managing Packaging/Hygiene regional strategic accounts. Allocates an appropriate amount of time to optimize results from portfolio of customers. Astutely selects opportunities for growth and allocates time appropriately to grow business.  Taps into HBF resources to ensure organization is aligned with customer priorities.
• Strategic Sales Role that involves calling on Headquarter sites of multi-plant customers & single site considered strategic to the business.
• Acts as liaison between corporate decision makers and local plant sites handled by the sales team
• Drives and delivers HBF’s commercial goals, optimizing share, price and profitability
• Dotted line responsibility for coaching and development of sales & TS personnel
• Develops and owns a strategic plan for own accounts and drives the execution of the plan through expert communication, coordination of activities and influence of indirect resources.
• Develops sales funnel for future growth opportunities
• One voice to the customer
• Anticipates and meets the needs of the customer. 
• Consistently applies sales process and use of all sales tools
• Understands the importance of applying good influence management skills to get the best out of individuals and teams.
• Consistently delivers accurate, clear and concise messages orally and/or in writing to effectively inform an individual or group. Adapts to the needs of individuals or groups to ensure his/her message is understood
• Negotiates skillfully in all situations; including at headquarters with procurement professionals. Understands the needs of the customer and HBF, and incorporates this knowledge into negotiations for a win/win solution.
• Able to develop own strategic plans with well-considered research and identified opportunity. Primary contacts are procurement (HQ) and technical / production contacts at sites. Has awareness of HBF innovation goals and incorporates into customer plans.
• An effective presenter for simple and complex topics in a variety of settings, both inside and outside the organization.
• Allocates 20% of time prospecting. Research is focused on identifying needs and on understanding and recording share of wallet data across customer's business.  Always working on opportunity to acquire new strategic accounts

Position Requirements:

• Minimum 5 year experience in serving industrial customers.
• Strong ability to grow sales revenue and to manage accounts receivable
• Strong drive to excel
• Science & technology background preferred.

• basic English reading and writing skills

Position Attributes (Characteristics and capabilities needed)

• Self-driven and aggressive
• Team player
• Results driven
• Good communication skills
•  

basic English reading and writing skills

H.B. Fuller is an Equal Employment Opportunity employer and proud to have created a collaborative culture where employees around the world are seen, heard, and respected. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, or marital status or status as a protected veteran, or any other legally protected classification.

H.B. Fuller does not accept unsolicited resumes from recruiters, employment agencies, or staffing firms. To conduct business with H.B. Fuller, a written service agreement must be executed by Human Resources prior to submitting any information relating to a potential candidate. Without a signed service agreement, H.B. Fuller shall not be obligated for payment of any fee or compensation.