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 2024 revenue of $3.6 billion, our mission to Connect What Matters is brought to life by more than 7,500 global team members who collaborate with customers across more than 30 market segments in over 140 countries to develop highly specified solutions that enable customers to bring world-changing innovations to their end markets. Learn more at www.hbfuller.com.

Job Title: Sales Professional

Location: Chennai

Position Overview

The Sales Professional will be responsible for growing and retaining H.B. Fuller’s market share and customer base within the HHC Global Business Unit (GBU) across Tamil Nadu and Pondicherry.

This role supports multiple global market segments including Graphic Arts, Paper Converting, End-of-Line Packaging, Beverage Labelling, Flexible Packaging, Multiwall Bags, Tapes & Labels, and Adhesive Coated Solutions (ACS).

The ideal candidate will drive profitable sales growth, strengthen customer relationships, and expand the distribution network while achieving assigned revenue and margin targets.

Primary Responsibilities:

The Sales Professional will:

• Build and maintain strong relationships with customers and channel partners.

• Demonstrate the ability to communicate effectively and influence stakeholders at all levels.

• Provide technical support to customers, including product demonstrations and troubleshooting.

• Drive profitable growth by optimizing pricing, margins, and product mix.

• Take full accountability for territory performance and sales targets.

• Expand and manage the distribution network across the assigned territory.

• Manage and develop key customer accounts.

• Mentor and support new or entry-level sales team members.

Core Competencies

• Accountability for Results

• Customer Focus – Creating Value

• Functional Excellence

• Business Acumen

• Embracing Change and Innovation

Accountability for Results

• Deliver annual business targets aligned with the company’s business plan, including sales, contribution margin, and volume.

• Focus on both new business growth and retention of existing accounts.

• Negotiate pricing and margins aligned with business strategy using value-based selling techniques.

Customer Focus – Creating Value

• Build strong customer relationships by delivering H.B. Fuller’s value proposition tailored to customer needs.

• Effectively communicate and quantify product value to differentiate H.B. Fuller solutions in the market.

• Maintain customer loyalty by consistently delivering value and minimizing business erosion.

• Provide industry insights and technical expertise to customers.

• Anticipate current and future customer needs by understanding their business operations and challenges.

• Promote new H.B. Fuller technologies and product innovations to strengthen market leadership.

• Educate customers on market trends, industry developments, and key factors such as raw material dynamics.

Functional Excellence

• Ensure strict compliance with Environmental, Health & Safety (EHS) requirements.

• Effectively utilize sales tools and processes including Salesforce CRM and H.B. Fuller sales methodologies.

• Provide independent technical support to customers, including conducting product demonstrations.

• Identify, develop, and close new business opportunities.

• Maintain a strong understanding of the assigned territory and develop a robust pipeline of opportunities.

• Balance time effectively between existing business management and new business development.

• Provide accurate monthly reports, forecasts, and timely internal communications.

• Maintain awareness of the competitive landscape and position H.B. Fuller solutions strategically.

Business Acumen

• Implement pricing strategies aligned with company guidelines and effectively execute price adjustments.

• Promote products and technologies that optimize profitability.

• Allocate resources strategically in alignment with business objectives.

• Manage profitability factors including terms and conditions, supply chain considerations, and accounts receivable.

• Manage Travel & Expense (T&E) budgets responsibly.

Embracing Change and Innovation

• Provide Voice of the Customer (VOC) insights to internal teams.

• Promote innovative technologies that deliver competitive advantage and customer value.

• Adapt effectively to changing market conditions while maintaining high levels of engagement and motivation.

Sales Competencies & Behaviours

• Negotiation: Successfully manage complex negotiations and develop solutions beneficial to all stakeholders.

• Territory Development: Demonstrate strong understanding of products, markets, financials, and customer needs.

• Presentation Skills: Confidently present to diverse audiences and address spontaneous questions effectively.

• Active Listening & Questioning: Engage customers with meaningful questions and attentive listening to understand needs deeply.

• Communication: Deliver clear, concise messaging and adapt communication style to different audiences.

• Prospecting: Identify and prioritize new opportunities through effective prospecting techniques.

• Team Collaboration: Work collaboratively with internal teams and encourage open exchange of ideas.

Knowledge & Expertise

Technical Knowledge: Strong understanding of product applications and technical problem-solving.

Sales Process & Tools: Ability to identify customer needs and accelerate the sales cycle by targeting the right opportunities.

Market & Industry Trends: Broad knowledge of industry developments and market dynamics.

Supply Chain Understanding: Ability to optimize solutions using supply chain insights.

Equipment & Application Processes: Recommend improvements to customer processes where applicable.

Substrate Knowledge: Working knowledge of different substrates and their advantages and limitations.

Business Acumen: Strong understanding of pricing strategies and key commercial drivers.

Employees Supervised: None

Scope of Responsibility

• New Business Development: >50% of role focus

• Travel: >50% travel across Tamil Nadu and Pondicherry

• Generate and grow revenue profitably upwards of USD 2 million

Minimum Requirements

• Bachelor’s degree (preferably in technical, mechanical, marketing, or chemistry disciplines).

• 6+ years of experience in B2B industrial sales with a proven record of achieving sales targets.

• Experience in account management and new market development.

• Experience selling post-press, packaging consumables, or related industrial products is preferred.

• Strong experience managing key accounts and channel partners.

• Ability to develop customer-focused solutions and value propositions.

• Capability to develop expertise in customer applications and machinery.

• Valid driver’s license and willingness to travel extensively.

• The role will be based in Chennai.

H.B. Fuller is an Equal Employment Opportunity employer and proud to have created a collaborative culture where employees around the world are seen, heard, and respected. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, or marital status or status as a protected veteran, or any other legally protected classification.

H.B. Fuller does not accept unsolicited resumes from recruiters, employment agencies, or staffing firms. To conduct business with H.B. Fuller, a written service agreement must be executed by Human Resources prior to submitting any information relating to a potential candidate. Without a signed service agreement, H.B. Fuller shall not be obligated for payment of any fee or compensation.