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 multiple application Solutions market to cover Turkey and surrounding Region if necessary. 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 Geographic Sales Manager (GSM)/ Account Manager (TM)/Technical &R&D to support customers, 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 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 Account managers at their top customers and opportunities
 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 Key accounts
 Training the Team and the Customers in HB Fullers products and services, such as how the products work, how they compare to the competition and how to quantify value, 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.
 Helping to keep the technical service facilities up-to-date on market /technologies and planning, organizing and executing customer events in the technical centre facilities
 Staying up to date with industry trends by attending conventions, trade shows visiting key OEM and machinery partners, institutes and substrate suppliers
 Having an understanding of the customer competition, industry trends, market forces affecting the business and product/application needs.

MINIMUM REQUIREMENTS

• 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 service or technical background.
• Good team player
• Bachelor Degree on Engineering or equivalent educational qualifications. 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.
• Fluent 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

BUDGETARY/FINANCIAL ACCOUNTABILITY
Number of successful demonstrations
New business gained at Key Accounts/Opportunities
Level of customer attrition
New products introduced – old products removed
OEMs recommending HB Fuller products

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

MINIMUM REQUIREMENTS

• 5+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
• BSc/MSc degree at preferably Chemical Engineering
• Fluent English.
• 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

• Relevant work experience on Industrial Adhesive application or on packaging, labelling, Tape & Labels, Folding boxes, Converting businesses or Customer related technical work.
• 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