Strategic Account Manager (Construction Adhesives)

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.

Location : Remote, Germany, Austria, Switzerland

Position Overview

As the Strategic Account Manager, your primary responsibility will be to serve as the primary point of contact for customers in the Construction Adhesives sector, driving the growth of H.

B. Fuller's presence with a focus on the German market. You will play a pivotal role in aligning business objectives with customer requirements, actively identifying and addressing their needs.

Leveraging your existing industry connections and network, you will develop and execute strategic plans for assigned accounts, ensuring seamless coordination of efforts and utilization of available resources.

Primary Responsibilities :

• Develop and own comprehensive strategic plans tailored to the Construction Adhesives Sales Team, encompassing adhesives, sealants, and tapes.
• Drive the execution of strategic plans through effective communication, activity coordination, and the mobilization of indirect resources.
• Cultivate a robust sales pipeline to capitalize on future growth opportunities.
• Drive the achievement of commercial targets, optimizing market share, pricing strategies, and profitability.
• Proactively anticipate and address customer needs to enhance satisfaction and loyalty.
• Consistently apply sales processes and utilize all available sales tools to maximize effectiveness.
• Allocate 30% of your time towards identifying and pursuing larger growth opportunities.
• Develops strategy and an account plan for short and long term to defend and grow the account, optimize profitability, and manage risk Drive sales strategy, goal adherence, and margin maintenance
• Strategic Account Manager is accountable for delivering annual business results, aligned with business plan, sales, CM and volume
• Negotiates pricing and margin (aligned with the business) using value selling and the flip pricing tool to capture the optimum price and margin for H.B. Fuller
• Owns the contact matrix, ensuring that the expectations of all parties are set and met, internal & external
• Drive customer intimacy by delivering HBF’s value proposition tailored to meet the needs of the customer
• Identifies customer needs and translates into opportunities
• Promote, quantify and expertly sell value, which differentiates H.B. Fuller in the market and adds value to our customers
• Consistently deliver value to our customers to realize customer loyalty and minimize erosion
• Provide insight to the customer through expert application of skills and knowledge
• Anticipate current and future needs of the customer through deep understanding of the customer’s business
• Demonstrates the ability to teach the customer on current market trends and issues, and is able to be a strategic partner to our customers on key issues such as industry and raw material trends

Minimum Requirements :

• 4-year college degree, with a preference for technical / mechanical or marketing
• Minimum of 5 years of industrial sales experience within the Construction Adhesives Industry; could consider marketing or technical experience as an alternative
• Must have a valid driver’s license and be willing to travel.

Apply now and use this fantastic career opportunity to help spearhead our sales strategy and growth!