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 2023 revenue of $3.5 billion, our mission to Connect What Matters is brought to life by more than 7,000 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.

PRIMARY DUTIES

Develop long-term customer relationships, creating value through proactive account management by understanding and meeting the customers’ business needs.  Establish and record buying trends, purchasing criteria for assigned accounts

• 40-50 Call Activities/Day
• Record all customer conversations in Salesforce CRM
• Meet the targeted levels of customer meetings (telephone meetings, video calls and onsite meetings)   
• Manage sales at existing accounts and develop new business within assigned territory
• Ensure customers view HB Fuller as a partner in providing professional sales representation and excellent service.
• Gain customer support and acceptance by engaging in technical discussions to determine requirements and expectations, then effectively explore product and service solutions.
• Influence and gain alignment with both external and internal key decision makers and influencers at all levels of an organization.
• Periodically visit customer sites as needed.

Develop and deliver on a region sales plan.  Meet or exceed monthly, quarterly and annual revenue targets.

• Manage assigned sales budgets in a timely and effective manner by monitoring and working within established budgets.
• Implement pricing strategies

Identify, develop and close new business using tools such as LinkedIn, to include:

• Cold calling, market research and lead sourcing
• Through verbal and written communication, determine business requirements and expectations
• Identify decision maker(s), influencers and develop relationships
• Develop, enter and update opportunity process in CRM
• Closure of new business, including pricing recommendation and contact development

EMPLOYEES SUPERVISED

None

INTERPERSONAL CONTACTS

Exerts strong influence on decisions affecting this general function.  Deals with people at all levels within both customer accounts and the internal organization.  Drives customer problem resolution, leveraging experience, HBF departments and resources. Contacts are made primarily via phone and through electronic media.  Disclosure of confidential data accessible to this job would have adverse effects internally and externally, and could result in major losses to H.B. Fuller.

Minimum Requirements

• Bachelor’s degree in a technical/mechanical or marketing field (or equivalent experience)
• Language proficiency in English, Hindi.
• 2-6 years professional sales experience, directly managing accounts and multiple technical product lines/families.  Preferably in the industrial chemical industry.
• Demonstrated experiences in sales, prospecting and new business development
• Excellent verbal and written communication skills including ability to develop and deliver effective presentations through electronic mediums.
• Ability to influence via phone, identify and gain access to decision makers, develop and close sales.
• Strong computer competency with high MS Office suite proficiency, database experience and other internet based software.
• Ability to manage a large group of accounts and sell at all levels within organizations.
• Proven experience & ability to work independently as well as in team environment.
• Well organized, process and data driven, producing accurate and timely reports, etc.

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.