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Sales Professional

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Job Description

We, at H.B. Fuller embrace a shared set of beliefs and competencies that direct the way we operate and express our fundamental principals about how we will achieve success. We strive to hire talent that demonstrates our beliefs and our competencies.


The Sales Professional position is expected to grow and retain HB Fuller's market share and customer base in key market segments while achieving profit sales targets. The Territory Manager is expected to:
• Manage, maintain and grow own territory and is accountable for delivering results;
• Consistently apply sales process and use of all sales tools; and
• Develop sales funnel for future growth opportunities


  • 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 HBF
  • 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 HBF in the market and adds value to our customers
  • Consistently deliver value to our customers to realize customer loyalty and minimize erosion
  • Anticipate current and future needs of the customer through deep understanding of the customer’s business
  • Promote and sell latest HBF products and technology thereby enhancing our position in the market as an innovative leader
  • Consistently manage activities to ensure all EHS requirements are followed
  • Leverage all sales processes, including, consistently applies the HBF sales process
  • Demonstrates ability to 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
  • Demonstrates ability to understand competitive landscape and how to position HBF for advantage
  • Implement business pricing strategy based on business guidelines, expertly delivers price increases thereby enabling prices to stick
  • Promote HBF 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
  • Provide voice of the customer feedback into the organization
  • Promote and sell innovative HBF technologies that create competitive advantage and optimize value for customers
  • Adapt easily to a dynamic environment and maintain high levels of motivation and engagement
  • Has a solid understanding of product range, chemistries and selection of the right products by application
  • tailors service and technical support to the needs of the customer
  • Consistent user of and FLIP pricing tool
  • Applies sales process in every new and existing business opportunity
  • Building a working knowledge of markets and industry, and leverages to enhance opportunities and acceleration of the sales process
  • Familiar with location of company plants and understands impact of supply chain, and is able to communicate details with customer as required
  • Able to understand and speak the language of equipment and application processes in conversing with the customer
  • Can reliably select best products based on substrate requirements and business strategy
  • Able to optimize products and price to increase value for HBF


  • Manages territory and develops new business opportunities. New business activity represents 30% of time.
  • This position has no supervisory responsibilities.
Required Skills


  • 4 year college degree, with a technical/mechanical, marketing, or chemistry background preferred
  • 2+ years of relevant sales experience (industrial experience preferred),
  • Must have a valid driver’s license and be willing to travel.
  • Travel time depends on size/geography of the territory.
  • Ability to lift and carry up to 50 lbs.
Job Location
Virtual, Czech Republic
Position Type
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