Inside Sales Account Manager - Automotive & 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.

Position Overview:

The position is responsible for establishing and managing customer relationships primarily by telephone and other web based tools. Key activities include consistently executing on a regular and agreed call cycle with the customer; skillfully adding value by applying sales skills to the conversation providing a service to the customer. The Inside Sales Account Manager (ISAM) will be closely tuned into the needs of their customers and anticipate and solve problems by providing on-demand technical and product support.

This role spends a significant amount of time on the telephone, working on email, managing customer accounts, and focusing on maintaining and developing the business. The ISAM must be resilient, energetic, and able to engage customers in valuable discussions that underline the value H.B. Fuller can bring to their operations.

Develop long-term customer relationships, creating value through proactive account management by understanding and meeting the customers’ business needs.  Establish and record buying trends, purchasing criteria for assigned accounts.

Primary Responsibilities:

• 25-35 Call Activities/Day, recording all customer conversations in CRM

• Meet the targeted levels of customer meetings (telephone meetings)   

• Manage sales at existing accounts and develop new business within assigned territory

• Gain customer support and acceptance by engaging in technical discussions to determine requirements and expectations, then effectively explore product and service solutions.

• Influence and gain alignment with both external and internal key decision makers and influencers at all levels of an organization.

• Periodically visit customer sites as needed.

• Develop and deliver on a region sales plan.  Meet or exceed monthly, quarterly and annual revenue targets.

• Manage assigned sales budgets in a timely and effective manner by monitoring and working within established budgets.

• Implement pricing strategies

Identify, develop and close new business using tools such as LinkedIn, to include:

• Cold calling, market research and lead sourcing

• Through verbal and written communication, determine business requirements and expectations

• Identify decision maker(s), influencers and develop relationships

• Develop, enter and update opportunity process in CRM

• Closure of new business, including pricing recommendation and contact development

Budgetary Responsibility:

• $3-5 Million

Minimum Requirements:

• Bachelor’s degree in a technical or marketing field (or equivalent experience)

• 2-4 years professional sales experience, directly managing accounts and multiple technical product lines/families.  Preferably in the chemical, medical or beauty industries.

• Demonstrated experiences in sales, prospecting and new business development

• Excellent verbal and written communication skills including ability to develop and deliver effective presentations through electronic mediums.

• Ability to influence via phone, identify and gain access to decision makers, develop and close sales.

• Strong computer competency with high MS Office suite proficiency, database experience and other internet based software.

• Ability to manage a large group of accounts and sell at all levels within organizations.

• Proven experience & ability to work independently as well as in team environment.

• Well organized, process and data driven, producing accurate and timely reports, etc.

Preferred Qualifications:

• CRM Skills

• SalesForce.com experience

• Advanced consultative sales skills

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

The salary for this role is $55,000 - $70,000.

In addition to your salary, H.B. Fuller offe