Account Manager I at Fuller H B

Job description

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 2025 revenue of $3.5 billion, our mission to Connect What Matters is brought to life by more than 7,100 global team members who collaborate with customers across more than 30 market segments in 150 countries to develop highly specified solutions that enable customers to bring world-changing innovations to their end markets. Learn more at www.hbfuller.com . The Account Manager is expected to: • Demonstrates an ability to communicate and influence at all levels • Technically competent and independently able to manage demonstrations and technical problem-solving • Focused on growth (larger opportunities), and optimizing price and profitability • Accountable for delivering results • Ability to train & mentor entry/new sales roles ACCOUNTABILITY FOR RESULTS • Sales professional is accountable for delivering annual business results, aligned with business plan, sales, CM and volume Growth – focuses effort on delivering growth and maintains existing business to deliver plan Negotiates pricing and margin (aligned with the business) using value selling and the flip pricing tool to capture the optimum price and margin for H.B. Fuller. CUSTOMER FOCUSED – CREATING VALUE • Drive customer intimacy by delivering HBF’s value proposition tailored to meet the needs of the customer • Promote, quantify and expertly sell value, which differentiates H.B. Fuller in the market and adds value to our customers • Consistently deliver value to our customers to realize customer loyalty and minimize erosion • Provide insight to the customer through expert application of knowledge in the industry Anticipate current and future needs of the customer through deep understanding of the customer’s business • Promote and sell latest H.B. Fuller products and technology thereby enhancing our position in the market as an innovative leader • Begin to demonstrate the ability to teach the customer on current market trends and issues, and is able to be a strategic partner to our customers on key issues such as raw material trends DEMONSTRATES FUNCTIONAL EXCELLENCE • Consistently manage activities to ensure all EHS requirements are followed • Leverage all sales processes, including salesforce.com, consistently applies the H.B. Fuller sales process • Independently technically support the customer for standard needs, including running a product demonstration • Identify, develop and close new business opportunities and communicate forecasting needs to the business • Intimately know the territory/industry, including developing new business pipeline • Manage time by balancing effort between existing business and new business pipeline • Provide timely monthly reports and all necessary internal/external communication, and collaboration with other stakeholders • Understands competitive landscape and how to position H.B. Fuller for advantage DEMONSTRATES BUSINESS ACUMEN • Implement business pricing strategy based on business guidelines, expertly delivers price increases thereby enabling prices to stick • Promote H.B. Fuller products and technologies to optimize profitability • Allocate own resources in a planned and consistent way with the business strategy • Manage impact on profitability from terms and conditions, supply chain, days outstanding and other aspects • Manage T&E expenses to budget EMBRACES CHANGE AND INNOVATION • Provide voice of the customer feedback into the organization • Promote and sell innovative H.B. Fuller technologies that create competitive advantage and optimize value for customers • Adapt easily to a dynamic environment and maintain high levels of motivation and engagement SALES COMPETENCIES & BEHAVIORS • Negotiation: Negotiates more complex situations within and outside of the organization. Thoughtfully develops creative