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 ****, with **** revenue of $3.5 billion, our mission to Connect What Matters is brought to life by more than 7,100 integral 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 .
Job Title: BDM Created by:Job Code: Created on: August ****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 OVERVIEWThe 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; andAccountable for delivering results.KEY PERFORMANCE INDICATORS:Sales goalCM% & 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 COMPETENCIESCustomer focused – creating valueDemonstrates functional excellenceDemonstrates business acumenEmbraces change and innovationHonestyCUSTOMER FOCUSED – CREATING VALUEDrive customer intimacy by delivering HBF's value proposition tailored to meet the needs of the customerPromote, quantify and expertly sell value,



which differentiates HBF in the market and adds value to our customersConsistently 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 businessPromote and sell latest HBF products and technology thereby enhancing our position in the market as an innovative leaderBegin 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 trendsDEMONSTRATES FUNCTIONAL EXCELLENCEConsistently manage activities to ensure all EHS requirements are followed.Leverage all sales processes, including salesforce.com, consistently applies the HBF sales processIndependently technically support the customer for standard needs, including running a product demonstrationIdentify, develop and close new business opportunities and communicate forecasting needs to the businessIntimately know the territory/industry, including developing new business pipelineManage time by balancing effort between existing business and new business pipelineProvide timely monthly reports and all necessary internal/external communication, and collaboration with other stakeholdersUnderstands competitive landscape and how to position HBF for advantageDEMONSTRATES BUSINESS ACUMENImplement business pricing strategy based on business guidelines,



expertly delivers price increases and quote base on value added.Promote HBF products and technologies to optimize profitabilityAllocate own resources in a planned and consistent way with the business strategyManage impact on profitability from terms and conditions, supply chain, days outstanding and other aspectsManage T&E; expensesEMBRACES CHANGE AND INNOVATIONProvide voice of the customer feedback into the organizationPromote and sell innovative HBF technologies that create competitive advantage and optimize value for customersAdapt easily to a dynamic environment and maintain high levels of motivation and engagementCredible leader in the sales team that positively influences changeProvide high level insight from customer and industry back into the HBF organizationSALES COMPETENCIES & BEHAVIORSNegotiating: 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