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.

Account Manager

Location: Remote position based in the U.S., ideally Mid-west or East coast.

The Tapes, Labels & Graphics business unit has an opening for an Account Manager. The position is remote based covering North America. The business currently has a wide range of products / solutions servicing the market, utilizing UV, Water-base, Hot Melt, and Solvent-based chemistries. Our focus is profitable  growth within our existing product range as well as developing new innovative products and solutions within the Tape & Label market. We are in search of a highly motivated “hunter” mentality individual, willing to go the extra mile to drive growth and open up new business opportunities, utilizing strong relationship building skills along with the company’s defined sales process.

The Account Manager position is expected to grow and retain H.B. Fuller's market share and customer base in key market segments while achieving profit sales targets.

The Account Manager has the following responsibilities but not limited to:

• Demonstrates an ability to communicate and influence at all levels;
• Technically competent and independently able to manage demonstrations and technical problem-solving;
• Focused on growth (larger opportunities), and optimizing price and profitability;
• Accountable for delivering results; and
• Ability to train & mentor entry / new sales roles

ACCOUNTABILITY FOR RESULTS

• Sales professional is accountable for delivering annual business results, aligned with business plan, sales, contribution margin and volume growth – focuses effort on delivering growth and maintains existing business to deliver plan, negotiates pricing and margin (aligned with the business) using value selling and the flip pricing tool to capture the optimum price and margin for H.B. Fuller.

CUSTOMER FOCUSED – CREATING VALUE

• Drive customer intimacy by delivering HBF’s value proposition tailored to meet the needs of the customer
• Promote, quantify and expertly sell value, which differentiates H.B. Fuller in the market and adds value to our customers

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

DEMONSTRATES BUSINESS ACUMEN

• Implement business pricing strategy based on business guidelines, expertly delivers price increases thereby enabling prices to remain static
• 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

KNOWLEDGE

• Technical knowledge of products & services: Applies problem-solving skills using technical knowledge, and is able to independently, technically support customer
• Sales Process & Sales Tools: Creates advantage through deep understanding of customer needs and accelerates sales process by selecting the right opportunities
• Trends in market & industry: Has a broad understanding of markets and industry, and frequently weaves knowledge into conversations with customers

Minimum Requirements:

• External Candidate: 5+ years of relevant sales experience; related industry and B2B experience in tape and label outside sales, or adhesives, preferably with a chemistry background.
• Internal Candidate:  5+ years relevant experience. Must have at least 3 years with a Successful PPA rating and achieve sales/profit targets (if moving from a sales professional role). Behaviors learned in Sales Excellence Introductory training are consistently applied in all activities.
• Must have a valid driver’s license and be willing to frequently travel, estimated travel 50% within U.S.

Preferred Requirements:

• Education: 4-year college degree in a related field, preferably with a technical / mechanical, business, or chemistry background.

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

The salary for this role is $100,000 - $115,000. In addition to the base salary, this position is eligible to participate in a 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.