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Area Technical Manager - Hygiene

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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 ATM is expected to be HB Fuller’s field based application expert, with a high level of knowledge and expertise in the multiple application Solutions market to cover India and Indian subcontinent Region. He/She 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 Strategic Account Manager (SAM), Territory Manager (TM)/ Technical &R&D to support the mostly Strategic Customers and opportunities in these accounts, other customers. 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 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.


This job requires and extensive travelling all over India and SARRC region. The position will also involve close interaction with the customers, understanding the applications, machines & actively manage product portfolio Strong fundamental technical knowledge of materials and polymer chemistry, applications, machinery, test methods, cross functional communication skills and relationship building are critical.

Primary Functions
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 AM and SAM to strengthen H.B. Fuller’s presence in these accounts opportunities, agreeing prioritization with the SAM.
 Being an active partner in the development of account plans at the 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 any other activity linked with delivery of the account plan
 Developing direct relationships with Accounts
 Training internal and external technical employees on HB Fullers products and services, such as how the products work, how they compare to the competition, how to quantify value and how to run audits and demonstrations
 Ownership/management of key other RM suppliers 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
 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.
 Following lab tests and building a close relationship with Lab Technician to make Test Report ready on time.
 Supporting Lab Technician to test customer’s articles and make response time shorter.

Required Skills


• Up to 3-4 years experience working in an application/technical/engineering role
• Capable of becoming an expert on customer applications and machinery
• Demonstrated experience and success in technical sales or technical background.
• Good team player
• Bachelor Degree on Engineering or equivalent educational qualifications. Mechanical , Electrical & Electronics or Chemical Engineering is preferred. Relevant work experience will be also considered.
• 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 80% of work time.
• Is flexible, open-minded, organized and tenacious

• • 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 Industrial Adhesives and Hygiene Market will be a plus.

Job Location
Satara, Maharashtra, India
Position Type
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