Strategic Account Manager - Bonding Agents

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.

The Strategic Account Manager - Bonding Agents position is responsible for selling H.B. Fuller’s CILBond and Elastomer product lines.  CILBond technology is focused on the rubber to substrate market and the Elastomer product line is focused on the enhancement of rubber formulations.  The position drives H.B. Fuller's commercial goals by anticipating and meeting the needs of current customers and by prospecting and developing new customers within these product lines.  The person in this position develops and owns a strategic plan for managed accounts and drives the execution of the plan through expert communication, coordination of activities and influence of indirect resources.

Primary Responsibilities

• Develop a sales funnel for future growth opportunities for existing and new customers.

• Drives and delivers H.B. Fuller's commercial goals, optimizing share, price and profitability.

• Consistently applies sales process and use of all sales tools. Including working cross-functionally across departments including R&D, operations, and customer service. 

• 50% of the time focused on growth; more significant opportunities and prospecting new customers.

• Focused on diversification of core customer base and markets.

Accountability

• Devise short and long-term strategies for account growth, profitability and risk management.

• Accountable for delivering annual business results aligned with business plan, sales, margins and volume.

• 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.

• Monthly Reviews with management.

Customer Focus

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

• Expected to fully understand customers' adhesive strategy and uncover ways to expand our partnership and support.

• Promote, quantify and expertly sell value, which differentiates H.B. Fuller 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 skills and knowledge.

• Demonstrates the ability to teach the customer about current market trends and issues and can be a strategic partner to our customers on key issues such as industry and raw material trends.

Sales Competencies and Behaviors

• Skilled negotiator: Negotiates effectively, understanding both customer and company needs for mutually beneficial outcomes.

• Portfolio management: Oversees segment-specific, regional strategic accounts, allocating time effectively for optimal results. Identifies growth opportunities and aligns resources to meet customer priorities.

• Strategic innovation: Develop strategic plans with thorough research and identify opportunities. Engages primarily with procurement (HQ) and technical/production contacts. Integrates H.B. Fuller's innovation goals into customer plans.

• Presenting: An effective presenter for simple and complex topics in various settings, both inside and outside the organization.

• Questioning / Listening: Practice listening skills, ask clarifying questions to increase understanding, and state or summarize the message accurately.

• Effective communication: Delivers clear, accurate messages orally or in writing to inform individuals or groups, adapting to ensure understanding.

• Prospecting: Allocates 50% of time prospecting. Always working on opportunities to acquire new strategic accounts.

• Promotes teamwork: Utilizes effective influence management to maximize individual and team performance.

Knowledge

• Customer Knowledge: Understands customer's business and strategy, aligning with H.B. Fuller's offerings.

• Products & Value: Tailors support customer needs and agree on quantified value goals.

• Sales Process & Tools: Utilizes salesforce.com and