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Account Manager

Account Manager

H.B. FullerMalaysia, Malaysia
30+ hari lalu
Penerangan pekerjaan

Overview

Join to apply for the Account Manager role at H.B. Fuller . 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.

To Achieve This, The Sales Professional Will

  • Deliver territory and business results by retaining current business in the defined territory (70% of time) and developing new business opportunities (30% of time).
  • Consistently apply the H.B. Fuller sales excellence process and use of all sales tools (SFDC).
  • Develop a sales funnel for future growth opportunities.

Accountability for Results

  • Delivering annual business results, aligned with business plan, sales, CM and volume.
  • Focus effort on delivering growth and maintain existing business to deliver plan and targets.
  • Negotiate pricing and margin (aligned with the business) using value selling and the flip pricing tool.

    • Customer Focus – Creating Value

  • Drive customer intimacy by delivering HBF’s value proposition tailored to the needs of the customer.
  • Promote, quantify and expertly sell value, differentiating H.B. Fuller by adding value to our customers.
  • Realize customer loyalty and minimize erosion.
  • Anticipate current and future needs of the customer through deep understanding of the customer’s business.
  • Promote and sell H.B. Fuller products and technology, enhancing our position in the market as an innovative leader.

    • Demonstrates Functional Excellence

  • Consistently manage activities to ensure all EHS requirements are followed.
  • Leverage all sales processes, including Salesforce.com, and consistently apply the H.B. Fuller sales process.
  • Identify, develop and close new business opportunities and communicate forecasting needs to the business.
  • Manage time by balancing effort between existing business and new business pipeline.
  • Provide timely monthly reports and all necessary internal / external communication, and collaborate with other stakeholders.

    • Demonstrates Business Acumen

  • Promote H.B. Fuller products and technologies to optimize profitability.
  • Manage T&E expenses to budget.

    • Embraces Change and Innovation

  • Provide voice of the customer feedback into the organization.
  • Promote and sell innovative H.B. Fuller technologies that create competitive advantage and optimize value for customers.
  • Adapt easily to a dynamic environment and maintain high levels of motivation and engagement.

    • Sales Competencies & Behaviors

  • Negotiates skillfully in more difficult situations; understands the needs of the customer and builds trust quickly with key contacts.
  • Develops an understanding of business, financials, products / services, the market and specific needs of assigned territory / accounts.
  • Effective presenter for simple and complex topics in a variety of settings.
  • Improves listening skills, asks clarifying questions, and accurately summarizes key messages.
  • Delivers timely, accurate and concise messages orally and in writing; adapts style to the audience.
  • Creatively identifies new sources of business and applies latest techniques for cultivating customer leads; prioritizes prospecting time and effort.
  • Willingness to take on additional responsibilities to achieve individual and team goals; invites and builds upon the ideas of others.
  • Basic knowledge of contracting legislation.

    • Qualifications & Requirements

    Text from the original description that reflects role expectations should be included here if available. This refinement preserves the content while focusing on the responsibilities and expected competencies without adding new facts.

    EEO Statement

    H.B. Fuller is an Equal Employment Opportunity employer and a collaborative culture where employees are seen, heard, and respected. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, marital status or status as a protected veteran, or any other legally protected classification. H.B. Fuller does not accept unsolicited resumes from recruiters, employment agencies, or staffing firms.

    Seniority level

  • Entry level

    • Employment type

  • Full-time

    • Job function

  • Sales and Business Development

    • Industries

  • Paint, Coating, and Adhesive Manufacturing

    • #J-18808-Ljbffr

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