The Strategic Account Manager is responsible for developing, owning, and executing a comprehensive strategic plan for assigned accounts. This role drives commercial success through strong communication, cross-functional coordination, and the ability to influence without direct authority. A key focus is building a healthy sales funnel and identifying future growth opportunities while delivering on H.B. Fuller’s commercial goals related to share, price, and profitability.

Key Responsibilities

Strategic Planning & Execution

• Develop and maintain short- and long‑term strategic account plans to defend, grow, and optimize account performance.
• Build and manage a robust sales funnel to support future growth opportunities.
• Dedicate approximately 20% of time to pursuing and developing larger growth opportunities.
• Deliver annual business results aligned with revenue, contribution margin, and volume targets.

Commercial Excellence

• Lead pricing and margin negotiations using value‑selling expertise and the FLIP pricing tool to maximize profitability.
• Apply the full H.B. Fuller sales process and leverage all sales tools consistently.
• Manage risks and ensure commercial activities support sustained account health.

Customer Engagement & Value Delivery

• Deepen customer intimacy by tailoring HBF’s value proposition to their specific needs.
• Identify customer needs and translate them into actionable growth opportunities.
• Promote and quantify value to differentiate H.B. Fuller in the market.
• Consistently deliver measurable value that strengthens loyalty and minimizes erosion.
• Provide insights on market trends, raw material conditions, and industry changes—serving as a strategic partner to the customer.
• Maintain and own the full customer contact matrix, ensuring expectations are clearly defined and met.

Sales Competencies & Behaviors

Negotiation & Influence

• Navigate complex negotiations, including with procurement teams at the headquarters level.
• Balance customer needs with HBF’s strategic and commercial objectives to achieve win‑win outcomes.

Portfolio Management

• Manage a portfolio of regional and segment‑specific strategic accounts.
• Allocate time effectively to prioritize high‑impact opportunities.
• Leverage internal HBF resources to align organizational support with customer needs.

Strategic Thinking & Innovation

• Develop strategic plans rooted in research, opportunity assessment, and customer understanding.
• Integrate HBF innovation priorities into account strategies.

Communication & Presentation

• Deliver clear, concise, and effective presentations to both internal and external audiences.
• Tailor communication style to ensure understanding across diverse groups.

Discovery, Listening & Relationship Building

• Demonstrate strong questioning and active listening skills to fully understand customer needs.
• Summarize customer insights accurately and use them to guide the sales approach.

Prospecting & Growth Mindset

• Dedicate at least 20% of time to identifying and qualifying new strategic accounts.
• Conduct research on customer needs and “share of wallet” to uncover expansion opportunities.

Collaboration

• Work effectively across teams and departments, using influence and partnership to achieve account goals.

Knowledge & Technical Expertise

Customer & Market Knowledge

• Deeply understand the customer’s business model, strategy, and operational needs.
• Align H.B. Fuller solutions with the customer’s strategic priorities.

Product & Technical Expertise

• Maintain a strong understanding of customer products and relevant HBF technologies.
• Conduct line trials, troubleshoot on‑site issues, and support processing parameters in collaboration with R&D, Technical Service, and Quality teams.

Sales Process & Tools

• Regularly utilize Salesforce.com, the FLIP pricing tool, and other sales systems.
• Invest the necessary time to discover and address customer needs.

Industry & Market Trends

• Build working knowledge of market conditions to improve value positioning and sales strategy.

Supply Chain & Customer Service

• Understand customer plant operations and supply chain impacts to structure optimal deals for both the customer and HBF.

Business Acumen

• Balance product, price, and service considerations to deliver customer value and profitability.
• Apply basic legal understanding to support compliant and sustainable business decisions.