AddressH.B. Fuller is a leading global adhesives provider focusing on perfecting adhesives and sealants 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.
Sales Professional
Location: Remote position. Candidate must reside in the midwest or southeast U.S. near a major airport.
The Sales Professional position grows and retains H.B. Fuller's market share and customer base for the water-based polymer business while achieving profit sales targets.
The polymer business of H.B. Fuller manufactures water-based polymer emulsions used internally in the formulation of water based adhesives and marketed externally to the merchant market. We have five production facilities located in Covington, GA, Simpsonville, SC, Blue Ash, OH, Seneca, IL and Roseville, CA. H.B. Fuller has one of the most diverse lines of Polymer technologies. The historic channels to market for the merchant polymer business includes direct sales, inside sales, distribution, and sales agencies. We currently have four direct sellers reporting to a General Sales Manager to cover North America.
The ideal candidate for this open position will be located in the Midwest or southeastern U.S. near a major airport. Travel of 40-50% will be required on average.
The Sales Professional will: manage, maintain and grow own territory and is accountable for delivering results in line with the targets agreed with the manager at the beginning of the performance year. To be successful the sale professional will consistently apply the H.B. Fuller sales excellence process and use of all sales tools (i.e. salesforce.com); and develop a sales funnel for future growth opportunities.
ACCOUNTABILITY
Delivering annual business results, aligned with business plan, sales, CM and volume. Focus effort on delivering growth and maintain existing business to deliver plan and targets. Negotiate pricing and margin (aligned with the business) using value selling and the pricing tool.
CUSTOMER FOCUS
Drive customer intimacy by delivering the company value proposition tailored to the needs of the customer. Promote, quantify and expertly sell value, differentiating H.B. Fuller by adding value to our customers. Realize customer loyalty and minimize erosion, and anticipate current and future needs of the customer through deep understanding of the customer’s business. Promote and sell H.B. Fuller products and technology, enhancing our position in the market as an innovative leader.
SALES COMPETENCIES & BEHAVIORS
Negotiates skillfully in more difficult situations; understands the needs of the customer and incorporates that knowledge. Gains trust quickly from key contacts at the customer. Developing an understanding of business, financials, products/services, the market and specific needs of assigned territory/accounts. The Sales Professional is an effective presenter for simple and complex topics in a variety of settings, both inside and outside the organization. Increases listening skills through practice; asks clarifying questions for increased understanding. Restates and accurately summarizes key messages. Consistently delivers timely, accurate and concise messages orally and/or in writing to effectively inform an individual or group. Adapts style to the needs of individuals or groups to ensure his/her message is understood. Creative in finding new sources of business and applying latest techniques for cultivating customer leads, and is consistent in applying the agreed amount of prospecting time and effort. Willingness to take on additional responsibilities to facilitate the achievement of individual and team goals. Invites and builds upon the ideas of others. Basic knowledge of contracting legislation is required.
Minimum Requirements:
- Educational Qualification: 4 year college degree required, with a technical/mechanical, marketing, business, or chemistry background preferred.
- Two or more years relevant sales experience (industrial experience preferred).
- Skilled at developing customer relationships, follow up, and strong organizational skills.
- Understand customer needs is critical to success in this role.
- Must have a valid driver’s license and be willing to travel up to 50% average travel time across U.S.
- Ability to lift and carry up to 50 lbs./ 25 kg
Pay is based on several factors including but not limited to education, work experience, certifications, and geographic location.
The salary for this role is $65,000 - $90,000. In addition to the base salary, this position is eligible to participate in a Sales Incentive Plan..In addition to your salary, H.B. Fuller offers employees a competitive total rewards package including comprehensive benefits, incentive and recognitions programs, health & wellness benefits, 401K contributions, paid time off and paid holidays. Eligibility may vary.
H.B. Fuller is an Equal Employment Opportunity employer and proud to have created a collaborative culture where employees around the world are seen, heard, and respected. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, or marital status or status as a protected veteran, or any other legally protected classification.
H.B. Fuller does not accept unsolicited resumes from recruiters, employment agencies, or staffing firms. To conduct business with H.B. Fuller, a written service agreement must be executed by Human Resources prior to submitting any information relating to a potential candidate. Without a signed service agreement, H.B. Fuller shall not be obligated for payment of any fee or compensation.
