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Area Technical Manager

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Tracking Code
5036
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 principles about how we will achieve success. We strive to hire talent that demonstrates our beliefs and our competencies.

POSITION OVERVIEW

The ATM is expected to be HB Fuller’s field based application expert, with a high level of knowledge and expertise in the HVAC & Cryogenic Insulation market to cover GCC Region. He must be able to quantify the value of our products and capable of adjusting customer machinery to enable our products to run as effectively as possible. The ATM works very closely with the Business Development Manager / Geographic Sales Manager (GSM)/ Territory Manager (TM)/Technical &R&D to support the top accounts and opportunities, Strategic Accounts and any key partners, such as Distributors. All activity should be aligned with the SBU business objectives. The ATM plays a key role in innovation, both in identifying opportunities in the market and communicating them into the HB Fuller organization and in bringing new products and technologies to the Sales Force and the market. The ATM will be key in working with consultant of the industry to make specification of our products. The ATM should also work closely with Marketing to identify tools that help the Sales force be more effective in the field and then work with the Sales team to ensure the tools are understood and used. The ATM needs to have a clear understanding of the HB Fuller Sales Process, Value Selling and the role that they play in both.

PRIMARY DUTIES

This individual will be involved in a variety of duties and responsibilities including:

 Working safely following the company guidelines and using all protective equipment
 Proactively supporting the TMs at their top accounts and opportunities, agreeing prioritization with the GSM
 Being an active partner in the development of account plans at the top customers and opportunities with a clear understanding of value selling and the ATMs role in it.
 Being active at these accounts for key demonstrations, new product introductions, complaint/claim investigations, training and education and any other activity linked with delivery of the account plan
 Developing direct relationships with Top Consultants and contractors in the region and A accounts.
 Training the TMs in HB Fullers products and services, such as how the products work, how they compare to the competition and how to quantify value,
 Training the TMs and Distribution sales force in how to run audits and demonstrations
 Ownership/management of key OMMs and OEMs to stay up-to-date with market and technology developments and to be their adhesive technical partner, generating leads for HB Fuller
 Being a key player in driving innovation by identifying new product and service opportunities, being the first trained on new HB Fuller products and technologies, being a key partner in the launch program and the roll out of new products by training the sales force, attending first trials, providing clear written feedback from the trials/demonstrations and sharing best practice
 Working closely with Marketing to develop tools which will help the sales team be more effective in the field and then working with the sales team to ensure the tools are understood and used
 Working closely together with the Technical Service and R+D group in the organization to empower technology push from the lab side into the market and to report about market trends to the lab teams
 Being responsible for doing successful product demonstrations at the customer; plan customer demonstrations beforehand with a Demonstration Plan showing under what circumstances a demonstration will be seen as successful; will have all necessary demonstration tools such as measuring devices, parts, cleaning equipment, customer training material, best practice manuals when doing a demonstration.
 Ensuring post demonstration that a review has been held with the customer before leaving and that subsequently all results are quantified, documented and communicated
 Participating in regular laboratory and sales meetings, proactively shares best practice both in the field and laboratory, helps with story of success reporting into organization
 Provides monthly reports on activities completed and reviews key task to align with the GSM to meet the business goals.
 Helping to keep the technical service facilities up-to-date on market /technologies and planning, organizing and executing customer events in the technical center facilities
 Staying up to date with industry trends by attending conventions, trade shows visiting key OEM and machinery partners, institutes and substrate suppliers
 Having the ability to influence and gain alignment with both external and internal key decision makers as well as all levels of the organization
 Having an understanding of the customer competition, industry trends, market forces affecting the business and product/application needs.

BUDGETARY/FINANCIAL ACCOUNTABILITY
Number of Successful demonstrations and trainings completed with Key Contractor / Clients / Consultants
Number of New Specifications created with Consultants and Clients.
Number of Specifications reviewed and changed the old specification to new specs to match our product strength and industry trends.
New business gained at Top Accounts/Opportunities
Level of customer attrition
New products introduced – old products removed
Training Distributor sales force.
OEMs recommending HB Fuller products

The ATM has contributory impact on the sales results in the region

Required Skills

MINIMUM REQUIREMENTS

• 5+years’ experience working in an application/technical/engineering/ specification role in HVAC or Cryogenic insulation Industry.
• Capable of becoming an expert on customer applications and machinery
• Demonstrated experience and success in technical sales or technical background.
• Good team player
• BSc/B.E or equivalent educational qualifications or relevant work experience
• Experienced with PC skills in Windows environment required
• Good verbal and written communication skills.
• Ability to communicate and understand English verbally and in written form
• Must have valid driving license and be willing to travel, including internationally, up to 70% of work time.
• Is flexible, open-minded, organized and tenacious

PREFERRED QUALIFICATIONS

• Fluency in English and at least one other language
• Customer related technical work or equivalent experience.
• Understanding of “value selling” techniques and how to quantify value
• Leadership potential and desire for more responsibility
• Experience in working in different cultures/ States

PHYSICAL ENVIRONMENT
Complete if appropriate based on position
• Travel required
• Lifting and carrying up to 30kg may be required

Job Location
Dubai, United Arab Emirates
Position Type
Full-Time/Regular
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