Strategic Account Manager II

<p>H.B. Fuller is a leading global adhesives provider focusing on perfecting adhesives, sealants and other specialty chemicals across all industries throughout the world.  While our products are virtually invisible, they play a vital role in ensuring the quality of modern life and we are committed to connecting what matters to solve some of the world's biggest adhesion challenges.</p><p></p><p>        <br/>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. </p><p>POSITION OVERVIEW</p><p>The Strategic Account Manager, as the one voice to the customer, drives HBF’s commercial goals by anticipating and meeting the needs of the customer.  Develops 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.<br/>•    Develops  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;<br/>•    Develops sales funnel for future growth opportunities;<br/>•    One voice to the customer;<br/>•    Drives HBF’s commercial goals ,optimizing share, price and profitability;<br/>•    Anticipates  and meets the needs of the customer;  <br/>•    Consistently applies sales process and use of all sales tools; and<br/>•    30% of time focused on growth (larger opportunities).</p><p>PRIMARY DUTIES</p><p>CORE COMPETENCIES<br/>•    Accountability<br/>•    Customer Focus<br/>•    Performance Excellence<br/>•    Change and Risk Taking<br/>•    Innovation<br/>•    Teamwork</p><p><br/>ACCOUNTABILITY<br/>•    Develops strategy and an account plan for short and long term to defend and grow the account, optimize profitability, and manage risk<br/>•    Strategic Account Manager is accountable for delivering annual business results, aligned with business plan, sales, CM and volume<br/>•    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 <br/>•    Owns the contact matrix, ensuring that the expectations of all parties are set and met, internal &amp; external</p><p>CUSTOMER FOCUSED <br/>•    Drive customer intimacy by delivering HBF’s value proposition tailored to meet the needs of the customer<br/>•    Identifies customer needs and translates into opportunities. <br/>•    Promote, quantify and expertly sell value, which differentiates HBF in the market and adds value to our customers<br/>•    Consistently deliver value to our customers to realize customer loyalty and minimize erosion<br/>•    Provide insight to the customer through expert application of skills and knowledge.  Anticipate current and future needs of the customer through deep understanding of the customer’s business <br/>•    Demonstrates 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 industry and raw material trends </p><p>PERFORMANCE EXCELLENCE (including BUSINESS ACUMEN)<br/>•    Consistently manage activities to ensure all EHS requirements are followed<br/>•    Implement business pricing strategy, in consultation with business director, expertly delivers price increases and maintains the business<br/>•    Leverage all sales processes, including salesforce.com.<br/>•    Identifies and prioritizes new business opportunities and communicates forecasting needs to the business<br/>•    Intimately knows the industry, including developing new business pipeline<br/>•    Manage time by balancing effort between existing business and new business pipeline<br/>•    Understands competitive landscape and how to position HBF for advantage <br/>•    Develops and owns cross-functional relationships across the strategic account from the C-suite to plant level<br/>•    Manage impact on profitability by promoting the right products, negotiating terms and conditions, providing reliable forecasting, and managing the impact on working capital <br/>•    Manage T&amp;E expenses to budget </p><p>CHANGE AND RISK-TAKING<br/>•    Adapt easily to a dynamic environment and maintain high levels of motivation and engagement<br/>•    Credible leader in the sales team and positively influences  change<br/>•    Creatively consider solutions for customers with a willingness for calculated risk-taking to win</p><p>INNOVATION <br/>•    Partners with Technical and R&amp;D to ensure voice of the customer is received and acknowledged in the HBF R&amp;D pipeline.  <br/>•    Strategic Account Manager is accountable for transferring HBF innovation back to the customer, in collaboration with R&amp;D. <br/>•    Promote and sell innovative HBF technologies that create competitive advantage and optim