H.B. Fuller is a leading global adhesives provider focusing on perfecting adhesives, sealants and other specialty chemicals across all industries throughout the world. While our products are virtually invisible, they play a vital role in ensuring the quality of modern life and we are committed to connecting what matters to solve some of the world's biggest adhesion challenges.
CORE COMPETENCIES
- Accountability
- Teamwork
- Customer Focus
- Change and Risk-Taking
- Innovation
- Performance Excellence
ACCOUNTABILITY
- Ensure all EHS requirements are followed individually and as a team
- Leads by example and consistently applies core management principles in all aspects of the role including ethics and integrity.
- Empowered to deliver results in territory and holds self and others accountable for results.
- Adoption of all sales processes including Sales Force.com as primary tool for; pipeline and opportunity management in alignment with business plans, competitive intelligence, market potential and forecasting needs etc.
- Communicates clear measurable objectives to team
- Manages all aspects of teams goals/objectives and appraisal process.
- Communication – monthly reports and internal/external communications
- Supports all aspects of sales channel strategy including the needs of SAM team, Distribution team, OEM leads and Inside Sales initiatives.
CUSTOMER FOCUS
- SME in understanding, anticipating and meeting needs of the customer
- Customer Intimacy – encourages and coaches team to get beyond the obvious and clearly understand customers’ current and future business needs.
- Expert at coaching the team in teaching customer insights, and identifying and quantifying value for the customer.
SALES COMPETENCIES & BEHAVIORS
- Managing a Region/Geography / Allocating Resources:
o Each sales territory designed for optimum number of sales pros, customers, sales calls, and growth opportunities
o Allocates resources to optimize sales coverage and deliver business plans
o Balances efforts between growth and retention activities in each territory
o Manages resources in line with organization strategy
- Being Innovative:
o Leads the implementation of new products and technology
o Able to innovate in execution of the sales process, removes barriers
o Creatively seeks and finds solutions to unstick deals and solve / progress business issues
o Brings the voice of the customer into the organization with new innovative ideas
- Demonstrating Strategic Intent:
o Strategic thinker, sees big picture and contributes to business unit/s strategic planning process
o Contributes in the budgeting process and maintains focus to deliver budget
o Focuses effort and resources in line with organization strategy
- Communicating:
o Delivers accurate, clear, and concise messages.
o Adapts communication style to suit audience
- Coaching:
o Has ability to coach direct reports in implementing strategy
o Ensures direct reports and self are accountable for results
o Coaches on a day-to-day basis as a fundamental part of the role
- Leading Others:
o Sets the example and standard within the sales team
o Builds and leads an effective sales team
o Operates with urgency and purpose
KNOWLEDGE
- Sales Process & Sales Tools
o Uses HBF's full range of sales tools and ensures direct reports are complying
o Manages growth and erosion from BI
o Manages pipeline and customer status through SFDC
o Reviews all territories systematically
- Customer / Market
o Intimately understands the drivers in sales region, including relative market position compared to competition
o Has awareness of opportunities and threats in territory.
o Understands and able to positively contribute in all major customer situations in territory
- Products, Pricing & Value
o Manages products and price at customers to ensure margin is optimized
o Ensures the right level of service is provided
o Agrees technical support with technical service
o Ensures value is consistently delivered per agreement with customer
- Trends in market & Industry
o Encourages sales professionals to build awareness of trends in market and industry
- Supply chain & Customer Service
o Has understanding of company supply chain and how this brings advantage to HBF and brings service to the customer
o Selectively engages experts in supply chain and CS to bring value to customers
- Business Acumen
o Able to support sales professionals and negotiate with the credibility to have meaningful business conversations at all levels inside all major customers
o Has personal contacts at all major customers and can leverage as required
o Able to teach the sales professionals on sound business acumen, including pricing, winning the right deals and understanding trends in sales territory
EMPLOYEES SUPERVISED
5+ direct reports
MINIMUM REQUIREMENTS
- BA/MBA or equivalent educational qualifications and relevant work experience
- Minimum of 8 years of sales experience, at least 3 must be in a managerial capacity (including territory/account management)
- At least 4 years of consistent at or above target performance
- Outstanding commercial skills at all levels of contacts: Executive, Middle management, Production floor. Proven sales success.
- Good understanding of key financial metrics such as Margins, Operating Income, Working Capital
- Demonstrated experience in sales management
- Expert in the sales process as defined in SE1/SE2/GSM
- Proven track record in team leadership e.g. leadership of teams and projects
- Experience with PC skills and CRM software environment
- Expert oral, presentation and written communication skills.
- A disciplined, yet flexible and creative approach. Comfortable in dealing with ambiguity
- Good understanding of supply chain processes
- Ability to work in a fast changing environment. Good reporting skills.
- Positive, ‘’can do’’ attitude
PREFERRED QUALIFICATIONS
- Experience in managing and developing teams
- Ambition to develop and progress
- Experience in more than one market/application/geography
- In depth understanding of financial metrics
PHYSICAL ENVIRONMENT
- Travel required (Nearly 50% time would be spent travelling on business.)
At H.B. Fuller, we are proud to be an Equal Opportunity Employer and are committed to providing all applicants and employees with equal employment opportunity. We subscribe to the Office of Federal Contract Compliance Programs (OFCCP) policy of employing and promoting individuals based on their merits, regardless of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, marital status, citizenship status, or any other protected classification.