Job Description

Job Details

Job Title:

Industrial Adhesives Sales Manager

Job Code:

INADSALMGR

Department:

Sales

Location:
Remote - Office Location TN
Reports To:

Polymer Business Unit Leader

FLSA Classification:

Exempt

EEOC Classification:

Professionals

Salary Grade:

Supervisory Responsibilities:

Yes No

Job Summary

The Industrial Adhesives Sales Manager is responsible for driving revenue growth, expanding market share, and strengthening Polymer's position within targeted industrial markets. This role is accountable for executing strategic sales initiatives across key channels, including OEMs, distributors, and end users, while actively managing and developing customer relationships and sales resources. This position requires direct participation in the sales process, ownership of strategic accounts, and leadership of either direct sales personnel, independent representatives, or channel partners. The Industrial Adhesives Sales Manager will oversee sales planning, pipeline development, and execution of market expansion strategies to achieve revenue and margin goals. In addition, this role plays a critical part in shaping product strategy by identifying market needs, recommending product enhancements, and collaborating cross-functionally with Marketing, R&D, and Technical teams to ensure Polymer delivers high-value adhesive solutions aligned with customer applications.

Essential Duties

• Develop and execute strategic sales plans to drive revenue growth, profitability, and market expansion within industrial adhesive markets.
• Increase sales through appropriate channels by engaging OEMs, distributors, and end users while expanding existing accounts and securing new business opportunities.
• Manage and direct the activities of sales representatives, independent manufacturer's representatives, and/or channel partners to grow target market segments.
• Own key strategic accounts by leading account planning, pipeline management, and long-term relationship development initiatives.
• Meet or exceed established sales budgets, revenue targets, and margin objectives
• Identify new markets, applications, and product opportunities by analyzing customer needs, market trends, and competitive positioning.
• Partner with Engineering, R&D, and Product Management to recommend product improvements, new formulations, and application solutions that enhance the portfolio.
• Collaborate with Marketing to develop and execute targeted campaigns, product launches, and value-based sales messaging.
• Provide technical sales support and application expertise for adhesive technologies, ensuring alignment with customer requirements and performance expectations.
• Negotiate pricing, contracts, and long-term supply agreements with customers and partners.
• Track and manage sales forecasts, pipeline activity, and performance metrics through CRM and reporting tools.
• Represent Polymer at trade shows, industry events, and customer meetings to promote brand awareness and generate leads.
• Maintain a strong understanding of industry trends, competitive products, and emerging technologies in adhesives and related materials.

Qualifications, Skills, Abilities and Educational Requirements

Required

• Bachelor's degree in Business, Engineering, Chemistry, Materials Science, or a related field, or equivalent experience.
• 5+ years of sales experience in industrial adhesives, chemicals, or related industrial/manufacturing products.
• Demonstrated success in meeting or exceeding sales targets within a B2B environment.
• Experience managing sales channels, including distributors, OEM accounts, and/or manufacturer's representatives.
• Strong analytical, organizational, and problem-solving skills with the ability to manage multiple priorities in a fast-paced environment.
• Excellent communication, negotiation, and presentation skills, with the ability to influence decision-makers.
• Proficiency in CRM systems and Microsoft Office Suite.
• Valid driver's license and ability to travel as required (frequent travel expected).

Preferred

• Prior leadership or people-management experience overseeing sales teams or representative networks.
• Technical knowledge of adhesive chemistries including epoxies, water-based, solvent-based, and polyurethane systems.
• Experience serving markets such as automotive, construction, furniture, marine, or industrial manufacturing.
• Strategic planning and market development experience within a growth-oriented organization.

Key Competencies

• Strategic sales planning and execution
• Channel and account management
• Technical aptitude and solution selling
• Market analysis and opportunity identification
• Leadership and team development
• Customer relationship management
• Negotiation and influencing skills

Inter-Relationships

This role interfaces regularly with internal teams including Sales, Engineering, R&D, Marketing, Product Management, and Operations, as well as external stakeholders such as customers, distributors, and third-party sales representatives. Active participation in sales meetings, market reviews, and industry events is required.

Working Conditions and Physical Demands

Work Environment

This position operates in a combination of home office, corporate office, and field-based environments, including customer sites, manufacturing facilities, and industry events. Travel is required and may range from 50%-75%, depending on territory and business needs. (Aligned with similar field-based sales leadership roles.)

Physical Demands

Demand:

Frequency

Hear

Frequent

See

Frequent

Sit

Frequent

Talk

Frequent

Type

Frequent

Drive

Occasional

Walk

Occasional

Repetitive Motions

Occasional

Stand

Occasional

Bend

Occasional

Stoop

Occasional

Reach

Occasional

Physical Work

Percentage

Medium - up to 25lb

0 - 10%

Travel Required

Yes - 50 - 75%

Additional Information

The above statements are intended to describe the general nature and level of work being performed. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel.