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 2023 revenue of $3.5 billion, our mission to Connect What Matters is brought to life by more than 7,000 global team members who collaborate with customers across more than 30 market segments in over 140 countries to develop highly specified solutions that enable customers to bring world-changing innovations to their end markets.
This role focuses on selling solutions to industrial manufacturing, packaging, hygiene and more.
The role reports to the Business Manager ANZ.
Your Duties: Develop strong working relationships with Account Companies at strategic, operational and tactical level. Develop and instigate Account plans and the development of strategies, in conjunction with the sales team to maximise all opportunities. Provide strong, clear, disciplined leadership to ensure all daily activities within the designated accounts support and align to achieving business unit strategies and overall business objectives. Identify and evaluate new markets and establish a "value proposition" upon which we can sell into such markets. Research, analyse, evaluate and implement new business development opportunities for existing and new target customers. Develop and present value statements or sales propositions to the customer that respond to identified customer needs on factors other than price. Ensure the achievement of sales and profit budgets for allocated accounts. Integrate formal data driven sales processes to manage and develop customer relationships (i.e. SAM cadence, SFDC, Impax Process, Sales Excellence, etc.). What you will need to do: Conduct presentations, business reviews & other account management functions on a regular basis. Development of Competitor and Market profiles (detailing opportunities and challenges). Completion of periodic reporting. Participation in New Product Development (NPD) and New Product Introduction (NPI) processes. What you have to offer: Managing and personally developing account customer relationships. Experience and proven track record of results in a Sales role. Strong financial understanding and business acumen. Strong communication/interpersonal skill set. Good oral and written communication skills. Planning and organisational skills. Negotiation ability. Problem solving ability. Able use project management tool. Demonstrates effective self-management. Ability to travel and stay domestically and internationally as required. This role is not related to the Construction markets that H.B. Fuller also operates in.
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