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 2025 revenue of $3.5 billion, our mission to Connect What Matters is brought to life by more than 7,100 general team members who collaborate with customers across more than 30 market segments in 150 countries to develop highly specified solutions that enable customers to bring world-changing innovations to their end markets.
Learn more at www.hbfuller.com.
Job Title: BDM Created by:
Job Code: Created on: August 2025
Grade: 24 Approved by:
FLSA status: Exempt Approved on:
Department: Commercial/Sales Evaluated on:
We, at H.B. Fuller embrace a shared set of beliefs and competencies that direct the way we operate and express our fundamental principles about how we will achieve success. We strive to hire talent that demonstrates our beliefs and our competencies.
POSITION OVERVIEW The Sr 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 Sr Account Manager is expected to:
Ability to train & mentor entry / new sales roles.
Ability to teach customers on industry trends and is sought after by customers; may be viewed as an expert in certain areas.
Positive feedback frequently received by customers on level of service excellence; and
Accountable for delivering results.
KEY PERFORMANCE INDICATORS: Sales goal
CM% & GM%
Territory management (current customers, new closes, country strategy implementation)
Distribution management (Sales goals, training, relationships)
Special assignment management (Country strategy, sales growth, closed projects)
CORE COMPETENCIES Customer focused – creating value
Demonstrates functional excellence
Demonstrates business acumen
Embraces change and innovation
Honesty
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 and quote base on value added.
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
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
Credible leader in the sales team that positively influences change
Provide high level insight from customer and industry back into the HBF organization
SALES COMPETENCIES & BEHAVIORS Negotiating: Master negotiator and is sought out by others within the organization to handle or advise the most complex customer situations. Consistently negotiates solutions with maximum value for HBF. Always seeks the win-win option.
Growing a sales territory: Has a deep understanding of business, financials, products/services, the market or the needs/ challenges of assigned territory/accounts; helps to develop colleagues' understanding and progress.
Presenting: Expert presenter that transitions skillfully within the presentation, and tactfully responds when faced with on-the-spot questions or challenges during or after presentations, and always progresses the agenda and teaches the customer.
Questioning / Listening: Accurately assesses underlying causes and/or concerns of customers' through enhanced listening skills; listens for potential using skills of deduction to customers' issues and concerns. Always in the here and now.
Communicating: Delivers accurate, clear, and concise messages that inform and frequently persuade audiences to take action. Adapt to the needs of diverse audiences and/or complex situations.
Prospecting: Maintains a large pipeline of referrals/prospects with awareness for long-term growth. Expert knowledge in territory enhances prospecting activity. Always works key prospects to optimize success. Tailors prospecting messages

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📌 Account Manager Sr-2 (Tlalnepantla de Baz)
🏢 H.B. Fuller
📍 Tlalnepantla de Baz