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Geographic Sales Manager III

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Tracking Code
5608
Job Description

POSITION OVERVIEW

Geographic Sales Managers’ purpose is to create competitive advantage for HB Fuller by enabling the sales team to operate at their full potential.

The GSM is expected to retain and grow HB Fullers’ market share and customer base in a defined geography or market. He or she is accountable for achieving annual sales and profit targets/budgets. GSM’s will coach, manage and develop their sales team to deliver business results and improve our customers’ experience and loyalty. GSM’s will achieve the market growth stated in line with the strategic plan and consistently implement pricing in line with business unit pricing policy. The GSM, as a subject matter expert will achieve results through application and knowledge of the HB Fuller sales and value selling processes. Winning the right way!

The Geographic Sales Manager is expected to:

  • Retain and grow HB Fullers’ market share and customer base in a defined geography or market.

  • Be accountable for achieving annual sales and profit targets/budgets.

  • Consistently implement pricing in line with business unit pricing policy.

  • Achieve results through application and knowledge of the HB Fuller sales and value selling processes, as a subject matter expert. Winning the right way!

  • Coach a team is a core activity that results in consistently developing new talent for the organization maintenance.

Key Metric Options (agreed with GSM annually)

Territory Sales Plan ($)

Contribution Margin

Volume Plan Pounds

ASP

Controlled Erosion

Win / Loss Ratio

Pipeline Efficiency

PRIMARY DUTIES

CORE COMPETENCIES

      • Accountability
      • Teamwork
      • Customer Focus
      • Change and Risk-Taking
      • Innovation
      • Performance Excellence

ACCOUNTABILITY

  • Ensure all EHS requirements are followed individually and as a team
  • Leads by example and consistently applies core management principles in all aspects of the role including ethics and integrity.
  • Empowered to deliver results in territory and holds self and others accountable for results.
  • Adoption of all sales processes including Sales Force.com as primary tool for; pipeline and opportunity management in alignment with business plans, competitive intelligence, market potential and forecasting needs etc.
  • Communicates clear measurable objectives to team
  • Manages all aspects of teams goals/objectives and appraisal process.
  • Communication – monthly reports and internal/external communications
  • Supports all aspects of sales channel strategy including the needs of SAM team, Distribution team, OEM leads and Inside Sales initiatives.

TEAMWORK (including COACHING)

  • Encourages collaboration across sales organization and supporting functions
  • Consistently coaches all team members to optimum performance in specific sales skills, knowledge and behavior.
  • Allocates 3 days in the field every week coaching team progressing targets and priorities.
  • Recruits best talent to fit with defined competencies and organization culture.
  • Ensures team members are focused on growth and value based activities with optimum ROI.
  • Helps to progress sales opportunities and remove barriers

CUSTOMER FOCUS

  • SME in understanding, anticipating and meeting needs of the customer
  • Customer Intimacy – encourages and coaches team to get beyond the obvious and clearly understand customers’ current and future business needs.
  • Expert at coaching the team in teaching customer insights, and identifying and quantifying value for the customer.

CHANGE AND RISK-TAKING

  • Leads from the front and acts as a role model for positive change.
  • Proactively anticipates and manages risk of erosion at major customers
  • Supports company sales channel strategy.

INNOVATION

  • Leads the implementation of new products and technology
  • Able to innovate in execution of the sales process, removes barriers.
  • Creatively seeks and finds solutions to unstick deals and solve / progress business issues.
  • Brings the voice of the customer into the organization with new innovative ideas.

PERFORMANCE EXCELLENCE (including BUSINESS ACUMEN)

  • Strategic thinker, sees big picture and contributes to business unit/s strategic planning process
  • Has personal relationship and positive influence at top 10 accounts and actively involved in top 5 opportunities in territory to support gaining new business in collaboration with Sales Professional.
  • As SME naturally engages, supports and adds value to the sales team and sales process at all major accounts and opportunities.
  • Expert user and advocate with all sales tools and sales processes.
  • Networks inside the company and engages cross functional support to ensure goals are met.
  • A student of the game and constantly seeks out self-improvement for self and team in all aspects of sales and sales leadership.
  • Manages all aspects of T&E costs to budget
  • Allocates resources effectively to minimize erosion, optimize growth and cost to serve.
  • Aligns resources to focus optimum time on pipeline activity and new business growth
  • Manages pricing and margin through expert application of FLIP pricing tool
  • Implements price increases per business plan and ensures they stick.

SALES COMPETENCIES & BEHAVIORS

  • Managing a Region/Geography / Allocating Resources:

    • Resources are measured and allocated based on optimizing cost to serve
    • GSM inserts him/herself to support and progress priorities for region
    • Each sales territory designed for optimum number of customers, sales calls, and growth opportunities
    • Allocates resources to optimize sales coverage and deliver business plans
    • Balances efforts between growth and retention activities in each territory
    • Manages resources in line with organization strategy
  • Being Innovative:

    • SM is sought out within the business to participate in innovation initiatives
    • Measures innovation through delivering NPI targets
    • Leads the implementation of new products and technology
    • Able to innovate in execution of the sales process, removes barriers.
    • Creatively seeks and finds solutions to unstick deals and solve / progress business issues.
    • Brings the voice of the customer into the organization with new innovative idea
  • Demonstrating Strategic Intent:
    • Communicates organization strategy with team in compelling and motivational way
    • Invited contributor to business unit strategy
    • Strategic thinker, sees big picture and contributes to business unit/s strategic planning process
    • Contributes in the budgeting process and maintains understanding of budget.
    • Focuses efforts and resources in line with organization strategy
  • Communicating:
    • Persuades team members through skillful communication to operate as a high performance team
    • Leader's communication style influences and improves the entire team's communication style
    • Positively influences team through building confidence and belief in strategy
    • Delivers accurate, clear, and concise messages.
    • Adapts communication style to suit audience
  • Coaching:
    • Consistently observes and drives performance and behavioral improvement as a result of coaching
    • Diligently documents all coaching sessions
    • Has ability to coach direct reports in implementing strategy.
    • Ensures direct reports and self are accountable for results
    • Coaches on a day-to-day basis as a fundamental part of the role
  • Leading Others:

    • Identifies and leverages best practices across the team
    • Inspires team to consistently deliver results
    • Sets the example and standard within the sales team
    • Builds and leads an effective sales team
    • Operates with urgency and purpose

KNOWLEDGE

  • Sales Process & Sales Tools

    • Coaches team members to gain benefit from the sales process and improve management of their own territories
    • Accurately able to predict sales and margin impact from territories and communicates inside HBF
    • Uses HBF's core sales tools and ensures direct reports are complying
    • Manages growth and erosion from BI
    • Manages pipeline and customer status through SFDC
    • Reviews all territories systematically
  • Customer / Market

    • Supports team members to close major opportunities and mitigate risks
    • Personally contributes to the success in gaining new business and management of threats
    • Selects best opportunities for HBF based on real, win, worth criteria
    • Intimately understands the drivers in sales region, including relative market position compared to competition
    • Has awareness of opportunities and threats in territory.
    • Understands and able to contribute in all major customer situations in territory
  • Products, Pricing & Value

    • Resources allocated to the right customers to win and deliver value
    • Pricing plans consistently delivered working with BDs
    • Manages products and price at customers to ensure margin is optimized
    • Ensures the right level of service is provided
    • Agrees technical support with technical service
    • Ensures value is consistently delivered per agreement with customer
  • Trends in market & Industry

    • Anticipates and responds to trends in industry with the ability to understand long-term opportunity/impact for HBF.
    • Has a broad view of markets and trends that brings value to the customer and advantage for HBF
    • Coaches sales professionals to teach customer as appropriate on trends/industry
  • Supply chain & Customer Service

    • Leverages knowledge of value chain for advantage
    • Coaches team on fundamentals of supply chain from sales perspective
  • Business Acumen

    • Manages territory with a long-term view of growth and profits and builds relevant plans to achieve
    • Drives performance by focusing efforts on minimizing erosion and developing the new business pipeline ensuring resources are allocated in the right areas

EMPLOYEES SUPERVISED

6+ direct reports

Required Skills

Minimum Requirements

  • BA/MBA or equivalent educational qualifications and relevant work experience
  • Minimum of 10 years of sales experience, at least 4 must be in a managerial capacity (including territory/account management)
  • At least 5 years of consistent at or above target performance
  • Outstanding commercial skills at all levels of contacts: Executive, Middle management, Production floor. Proven sales success.
  • Good understanding of key financial metrics such as Margins, Operating Income, Working Capital
  • Demonstrated experience in sales management
  • Expert in the sales process as defined in SE1/SE2/GSM
  • Proven track record in team leadership e.g. leadership of teams and projects
  • Experience with PC skills in Windows environment
  • Expert oral, presentation and written communication skills.
  • A disciplined, yet flexible and creative approach. Comfortable in dealing with ambiguity
  • Good understanding of supply chain processes
  • Ability to work in a fast changing environment. Good reporting skills.
  • Positive, ‘’can do’’ attitude

PREFERRED QUALIFICATIONS

  • Experience in managing and developing teams
  • Ambition to develop and progress
  • Experience in more than one market/application/geography
  • In depth understanding of financial metrics
Job Location
Tlalnepantla, México, Mexico
Position Type
Full-Time/Regular
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