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 Descripton

The Sales Associate is an entry level position that is expected to learn the business, how to grow and retain H.B. Fuller's market share and customer base while achieving sales and profit targets.

The Associate is expected to:

• Partner with experienced sales professionals to learn the business and successfully complete Sales Excellence training.

• Independently develop self beyond training provided and mentoring from seniors.

• Rapidly learning sales processes and systems.

• Deliver territory and business results by retaining current business in the defined territory (70% of time) and developing new business opportunities (30% of time).

ACCOUNTABILITY FOR RESULTS

• Sales Associate is accountable for delivering annual business results, aligned with business plan, sales, CM and volume

• Growth – focuses effort on delivering growth and maintains existing business to deliver plan

CUSTOMER FOCUSED – CREATING VALUE

• Drive customer intimacy by delivering HBF’s value proposition tailored to meet the needs of the customer

• Consistently deliver value to our customers to realize customer loyalty and minimize erosion

• Promote and sell latest H.B. Fuller products and technology thereby enhancing our position in the market as an innovative leader

DEMONSTRATES FUNCTIONAL EXCELLENCE

• Consistently manage activities to ensure all EHS requirements are followed

• Leverage all sales processes, including salesforce.com, consistently applies the H.B. Fuller sales process

• Identify, develop and close new business opportunities and communicate forecasting needs to the business

• Manage time by balancing effort between existing business and new business pipeline

• Provide timely monthly reports and all necessary internal/external communication, and collaboration with other stakeholders

DEMONSTRATES BUSINESS ACUMEN

• Promote H.B. Fuller products and technologies to optimize profitability

• Manage T&E expenses to budget

EMBRACES CHANGE AND INNOVATION

• Provide voice of the customer feedback into the organization

• Promote and sell innovative H.B. Fuller technologies that create competitive advantage and optimize value for customers

• Adapt easily to a dynamic environment and maintain high levels of motivation and engagement

KNOWLEDGE

• Technical knowledge of products & services

• Has developing knowledge of product range and chemistries

• Understands range of services available to customer, including terms and conditions of sale

• Basic user of salesforce.com and FLIP pricing tool

• Understands and applies sales process & tools

• Has introductory knowledge of markets and industry, and is building knowledge base

• Supply Chain: Familiar with location of company plants and supply chain capability, and is able to communicate details with customer as required

• Equipment & application process: Basic knowledge of key application processes and application equipment in own territory

• Substrate: Basic knowledge of substrates in active markets

• Business Acumen: Understands pricing and margin goals, and basic understanding of our business

Qualifications

• At least 1 year of sales experience, in an industrial environment preferred (could be someone out of school with internship experience)

• Bachelors or University Degree with a technical/mechanical, marketing, or chemistry background preferred

• Must have a valid driver’s license and be willing to travel.

• Travel time depends on size/geography of the territory.

• Ability to lift and carry up to 50 lbs./25 kg

Pay is based on several factors including but not limited to education, work experience, certifications, and geographic location.

The salary for this role is $49,000 - $61,000 + Sales Incentive Plan.

In addition to your salary, H.B. Fuller offers employees a competitive total rewards package including comprehensive benefits, incentive and recognitions programs, health & wellness benefits, 401K contributions, paid time off and paid holidays. Eligibility may vary.

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.