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2 months ago
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.
Managing Packaging/Hygiene regional strategic accounts. Allocates an appropriate amount of time to optimize results from portfolio of customers. Astutely selects opportunities for growth and allocates time appropriately to grow business. Taps into HBF resources to ensure organization is aligned with customer priorities.Strategic Sales Role that involves calling on Headquarter sites of multi-plant customers & single site considered strategic to the business.Acts as liaison between corporate decision makers and local plant sites handled by the sales teamDrives and delivers HBF’s commercial goals, optimizing share, price and profitabilityDotted line responsibility for coaching and development of sales & TS personnelDevelops and owns a strategic plan for own accounts and drives the execution of the plan through expert communication, coordination of activities and influence of indirect resources.Develops sales funnel for future growth opportunitiesOne voice to the customerAnticipates and meets the needs of the customer. Consistently applies sales process and use of all sales toolsUnderstands the importance of applying good influence management skills to get the best out of individuals and teams.Consistently delivers accurate, clear and concise messages orally and/or in writing to effectively inform an individual or group. Adapts to the needs of individuals or groups to ensure his/her message is understoodNegotiates skillfully in all situations; including at headquarters with procurement professionals. Understands the needs of the customer and HBF, and incorporates this knowledge into negotiations for a win/win solution.Able to develop own strategic plans with well-considered research and identified opportunity. Primary contacts are procurement (HQ) and technical / production contacts at sites. Has awareness of HBF innovation goals and incorporates into customer plans.An effective presenter for simple and complex topics in a variety of settings, both inside and outside the organization.Allocates 20% of time prospecting. Research is focused on identifying needs and on understanding and recording share of wallet data across customer's business. Always working on opportunity to acquire new strategic accountsPosition Requirements:
Minimum 5 year experience in serving industrial customers.Strong ability to grow sales revenue and to manage accounts receivableStrong drive to excelScience & technology background preferred.basic English reading and writing skills
Position Attributes (Characteristics and capabilities needed)
Self-driven and aggressiveTeam playerResults drivenGood communication skillsbasic English reading and writing skills