Account Manager
Il y a 7 mois
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.
ACCOUNTABILITY FOR RESULTS Sales professional is accountable for delivering annual business results, aligned with business plan, sales, CM and volume Growth - focuses effort on delivering growth and maintains existing business to deliver plan Negotiates pricing and margin (aligned with the business) using value selling and the flip pricing tool to capture the optimum price and margin for H.B. FullerCUSTOMER 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 H.B. Fullerin the market and adds value to our customers
- Consistently deliver value to our customers to realize customer loyalty and minimize erosion
- Promote and sell latest H.B. Fullerproducts 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
- 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 H.B. Fullerfor advantage DEMONSTRATES BUSINESS ACUMEN- Implement business pricing strategy based on business guidelines, expertly delivers price increases thereby enabling prices to stick
- Promote H.B. Fullerproducts 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 to budget EMBRACES CHANGE AND INNOVATION- Provide voice of the customer feedback into the organization
- Promote and sell innovative H.B. Fullertechnologies that create competitive advantage and optimize value for customers
- Sales Process & Sales Tools Creates advantage through deep understanding of customer needs and accelerates sales process by selecting the right opportunities
- Trends in market & industry Has a broad understanding of markets and industry, and frequently weaves knowledge into conversations with customers
- Supply chain Is able to optimizes offer for the customer and H.B. Fullerby creatively using supply chain knowledge
- Substrate Has broad working knowledge of multiple substrates with advantages and disadvantages of each
- Business Acumen Consistently applies pricing strategy to achieve margin goals Has broad understanding of all key business concepts
- 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._
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