H.B. Fuller seeks a Strategic Account Manager to own and execute the strategic plan for assigned accounts. You will be accountable for delivering annual business results aligned with the business plan by expertly coordinating and influencing indirect resources across our collaborative culture.
What You'll Do
- Develop and own a strategic plan for assigned accounts, driving execution through communication and influence.
- Drive and deliver H.B. Fuller’s commercial goals, optimizing share, price, and profitability.
- Develop the sales funnel for future growth opportunities and allocate 20% of time to larger growth opportunities.
- Create and maintain an account plan to defend and grow the account, optimize profitability, and manage risk.
- Negotiate pricing and margin using value selling and the FLIP pricing tool.
- Own the contact matrix, ensuring expectations of all internal and external parties are set and met.
- Drive customer intimacy by tailoring H.B. Fuller’s value proposition to meet customer needs.
- Identify customer needs and translate them into opportunities, promoting and quantifying value.
- Act as a strategic partner by providing market insights and teaching customers on current trends.
- Allocate at least 20% of time prospecting and researching to identify needs and record share of wallet data.
- Apply influence management skills to get the best out of individuals and teams.
- Tailor service and technical support, agreeing on goals with customers to deliver quantified value.
- Invest sufficient time in discovering and meeting customer needs.
- Run line trials with specific customers and advise on processing parameters and technical troubleshooting.
What We're Looking For
- Ability to develop strategy and account plans for the short and long term.
- Skill in negotiating in all situations, including with procurement professionals at customer headquarters.
- Experience managing segment-specific, regional strategic accounts.
- Proven ability to develop own strategic plans based on well-considered research.
- An effective presenter for simple and complex topics in a variety of settings.
- Strong listening skills and the ability to ask clarifying questions for increased understanding.
- Consistent delivery of accurate, clear, and concise messages orally and in writing.
- Intimate understanding of the customer's business, strategy, and the strategic fit with H.B. Fuller.
- Good understanding of customer products and H.B. Fuller technologies.
- Consistent user of salesforce.com and the FLIP pricing tool.
- Working knowledge of customers, markets, and industry to enhance the sales process.
- Knowledge of customers' plant locations and business, understanding the impact of supply chains.
- Ability to optimize products, price, and service to meet customer needs while delivering profit.
- Basic Legal Knowledge.
Technical Stack
- Salesforce.com
- FLIP pricing tool
Team & Environment
You will collaborate with indirect resources across the organization within a global, collaborative culture where employees are seen, heard, and respected.
H.B. Fuller is an Equal Employment Opportunity employer. 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.
