PRIMARY DUTIES
This role is responsible for the development, lead generation, and growth of adhesive solutions within HHC's Tapes, Labels, and Graphics North America region. Revenue band of $15 - 20M with an expectation of continued market expansion to capture >$25M revenue by 2029.
- Dedicate approximately 50% of time to prospecting activities, identifying customer needs, analyzing share-of-wallet opportunities, and developing strategies to acquire new strategic accounts.
- Drive profitable revenue growth, customer retention, and long-term business partnerships within strategic accounts by maintaining strong relationships with key decision-makers.
- Build and maintain a strong understanding of customer businesses, markets, and industry trends, leveraging insights to strengthen sales strategies and uncover growth opportunities.
- Skillfully negotiate commercial agreements with customer stakeholders, including procurement teams at headquarters, balancing customer requirements with organizational objectives to achieve mutually beneficial outcomes.
- Manage a portfolio of regional, segment-specific strategic accounts, prioritizing opportunities and resources to maximize growth, profitability, and customer engagement.
- Develop and execute strategic account plans based on market research, customer needs, and identified growth opportunities, while incorporating innovation initiatives into customer business strategies.
- Collaborate with internal teams, including R&D, supply chain, customer service, and other cross-functional partners, to align resources with customer priorities and support long-term business growth.
- Maintain a thorough understanding of customer operations, plant locations, and supply chain dynamics, using this knowledge to create value-driven solutions that benefit both the customer and the organization.
CORE COMPETENCIES
• Excellence in Presentation: An effective presenter for simple and complex topics in a variety of settings, both inside and outside the organization.
• Communication: Consistently delivers accurate, clear, and concise messages orally and/or in writing to effectively inform an individual or group. Adapts to the needs of individuals or groups to ensure his/her message is understood.
• Customer Knowledge: Intimately understands the customer's business and strategy and is able to articulate strategic fit of H.B. Fuller and the customer.
• Technical Knowledge of Products and Value Delivered: Has excellent understanding of customer products and H.B. Fuller technologies. Tailors service and technical support to the needs of the customer. Agrees on goals with customers to deliver quantified value.
• Sales Process and Sales Tools: Consistent user of salesforce.com and FLIP pricing tool. Invests sufficient time on discovering and meeting needs.
• Business Acumen: Able to optimize products, price, and service to meet customer needs; delivers value for customers and profit for HBF.
REQUIREMENTS
• At least 7 years of Business Development or Direct Sales experience within the pressure sensitive adhesive market - with a preferred focus in the Tapes, Labels, and Graphics industry.
• Proven track record of identifying, pursuing, and securing new business opportunities.
• Bachelors or University Degree required, preferably in a technical area such as chemistry, material science, or engineering.
• Must have a valid driver's license.
• Must be willing and able to travel up to 40%, primarily domestic but occasionally international.
#LI-JD1
Pay is based on several factors including but not limited to education, work experience, certifications, and geographic location.
The salary for this role is $110,000 - $140,000.
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.
