Location- Remote - Midwest/Central United States preferred
- Travel: Up to 50%
Position OverviewThe Strategic Account Manager is responsible for growing and managing customer relationships within the Bus, Truck, Rail, and Specialty Vehicles (BTRS) market, including Trailer, Marine, Agricultural, and Heavy-Duty Truck segments. This role sells H.B. Fuller Adhesives, Sealants, and Coating technologies while driving profitable growth through strategic account management, customer development, and new business acquisition.
The successful candidate will develop and execute account strategies, identify growth opportunities within existing and prospective customers, and partner cross-functionally with R&D, Operations, Customer Service, and Commercial teams to deliver value-based solutions that support customer success and achieve business objectives.
Primary ResponsibilitiesBusiness Development & Growth
- Develop and maintain a robust sales funnel to support future growth opportunities.
- Identify, prospect, and develop new customer relationships within assigned markets.
- Dedicate approximately 50-60% of time to growth initiatives, including pursuit of larger opportunities and new business development.
- Drive diversification of the customer base and target markets.
- Achieve sales, volume, margin, and profitability objectives.
Strategic Account Management
- Develop and execute short- and long-term strategic account plans.
- Drive account growth while managing profitability and business risk.
- Maintain accountability for delivering annual sales, margin, and volume targets.
- Conduct monthly business reviews with leadership.
- Negotiate pricing and commercial agreements using value-selling principles and approved pricing tools.
Customer Engagement
- Build and strengthen customer relationships through customized value propositions.
- Develop a deep understanding of customer business strategies and adhesive needs.
- Identify opportunities to expand partnerships and increase market share.
- Deliver value-based solutions that strengthen customer loyalty and reduce competitive threats.
- Serve as a trusted advisor by providing insights on industry trends, market developments, and raw material dynamics.
Cross-Functional Collaboration
- Consistently utilize established sales processes and CRM tools.
- Partner effectively with R&D, Operations, Customer Service, and other internal teams to support customer needs and business objectives.
- Coordinate resources to ensure successful execution of account growth strategies.
Minimum Requirements- Minimum 6 years of industrial sales experience.
- Demonstrated success building and managing customer relationships.
- Experience proactively partnering with customers to exceed expectations.
- Ability to quickly learn and communicate technical concepts.
- Strong verbal, written, and presentation skills.
- Ability to work independently and manage a territory effectively.
- Valid driver's license.
- Ability and willingness to travel up to 50%.
- Ability to lift and carry up to 50 pounds.
Preferred Requirements- Bachelor's degree in Marketing, Engineering, Business, or a related technical field.
- Experience selling adhesives, sealants, coatings, or related industrial products.
- Experience with value-based selling methodologies.
- Background supporting transportation, trailer, marine, agricultural, heavy-duty truck, or related industrial markets.
- Proven ability to drive profitable growth within strategic accounts.
#LI-MB1 #LI-Remote
Pay is based on several factors including but not limited to education, work experience, certifications, and geographic location.
The salary for this role is $105,000 - $135,000 + Incentive Plan.
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.
