Account Manager

We, at H.B. Fuller embrace a shared set of beliefs and competencies that direct the way we operate and express our fundamental principals about how we will achieve success. We strive to hire talent that demonstrates our beliefs and our competencies.

POSITION OVERVIEW

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

PRIMARY DUTIES

CORE COMPETENCIES

• Accountability for results
• Customer focused – creating value
• Demonstrates functional excellence
• Demonstrates business acumen
• Embraces change and innovation

ACCOUNTABILITY FOR RESULTS

• Sales professional 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
• Negotiates pricing and margin (aligned with the business) using value selling and the flip pricing tool to capture the optimum price and margin for HBF

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 HBF in the market and adds value to our customers
• Consistently deliver value to our customers to realize customer loyalty and minimize erosion
• Provide insight to the customer through expert application of knowledge in the industry Anticipate current and future needs of the customer through deep understanding of the customer’s business
• Promote and sell latest HBF products and technology thereby enhancing our position in the market as an innovative leader
• Begin to demonstrate the ability to teach the customer on current market trends and issues, and is able to be a strategic partner to our customers on key issues such as raw material trends

DEMONSTRATES FUNCTIONAL EXCELLENCE

• Consistently manage activities to ensure all EHS requirements are followed
• Leverage all sales processes, including salesforce.com, consistently applies the HBF sales process
• Independently technically support the customer for standard needs, including running a product demonstration
• Identify, develop and close new business opportunities and communicate forecasting needs to the business
• Intimately know the territory/industry, including developing new business pipeline
• 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
• Understands competitive landscape and how to position HBF for advantage

DEMONSTRATES BUSINESS ACUMEN

• Implement business pricing strategy based on business guidelines, expertly delivers price increases thereby enabling prices to stick
• Promote HBF products and technologies to optimize profitability
• Allocate own resources in a planned and consistent way with the business strategy
• Manage impact on profitability from terms and conditions, supply chain, days outstanding and other aspects
• Manage T&E expenses to budget

EMBRACES CHANGE AND INNOVATION

• Provide voice of the customer feedback into the organization
• Promote and sell innovative HBF technologies that create competitive advantage and optimize value for customers
• Adapt easily to a dynamic environment and maintain high levels of motivation and engagement

Minimum Requirements

• 3-5 industry sales & marketing related working experience.
• Bachelor’s degree in chemical engineering, Polymer Engineering, Material Science, Marketing or any related field
• Passionate in sales, customer-facing and possess the motivation and entrepreneurial spirit to drive change with innovation.
• Communication and influence management skills - must have the ability/confidence to sell the value of his ideas to internal and external parties.
• Relationship building skills
• Must have a valid driving license and ability to travel >50% of the time
• Willing to relocate as needed