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.To achieve this, the Sales Professional will:Manage, maintain and grow own territory and is accountable for delivering results in line with the targets agreed with the lone manager at the beginning of the performance year.Consistently apply the HB Fuller sales excellence process and use of all sales tools (SFDC);Develop a sales funnel for future growth opportunities.ACCOUNTABILITYDelivering annual business results, aligned with business plan, sales, CM and volumeFocus 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 toolCUSTOMER FOCUS• Drive customer intimacy by delivering HBF's value proposition tailored to the needs of the customer• Promote, quantify and expertly sell value, differentiating HBF 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 HBF products and technology, enhancing our position in the market as an innovative leaderSALES COMPETENCIES & BEHAVIORS• Negotiates skillfully in more difficult situations; understands the needs of the customer and incorporates that knowledge. Gains trust quickly from key contacts at the customer.• Developing an understanding of business, financials, products/services, the market and specific needs of assigned territory/accounts.• An effective presenter for simple and complex topics in a variety of settings, both inside and outside the organization.• Increases listening skills through practice; asks clarifying questions for increased understanding. Restates and accurately summarizes key messages.• Consistently delivers timely, accurate and concise messages orally and/or in writing to effectively inform an individual or group. Adapts style to the needs of individuals or groups to ensure his/her message is understood.• Creative in finding new sources of business and applying latest techniques for cultivating customer leads, and is consistent in applying the agreed amount of prospecting time and effort. Real Win Worth drives prioritization.• Willingness to take on additional responsibilities to facilitate the achievement of individual and team goals. Invites and builds upon the ideas of others.• Basic knowledge of contracting legislationEducational Qualification:• 4 year college degree, with a technical/mechanical, marketing, or chemistry background preferredo Non-universityo Bacheloro MasterWork Experience• Relevant sales experience (industrial experience preferred),o Number of years 2+• Must have a valid driver's license and be willing to travel.o Yes / no• Travel in function of size/geography of the territory.o National travel : … % of timeo International travel: … % of time• Ability to lift and carry up to 50 lbs./ 25 kg
