The IMEA-Sales Manager-Alternative Channels (SMAC) at H.B. Fuller is responsible for driving positive outcomes of key sales indicators across the Alternative Sales Channels - Distribution, Inside Sales and Digital - in the IMEA region.
The successful SMAC will bring a strategic approach with a proven track record in sales, sales coaching and team engagement. The SMAC will be responsible for driving and maintaining a high-energy atmosphere which will support the Alternative Channels delivering expected outcomes in the IMEA region.
The SMAC must be resilient, energetic, and able to bring out the best in team members while also engaging potential customers and internal shareholders in valuable discussions that underline the value H.B. Fuller can bring to their operations.
PRIMARY DUTIES
Develop and execute go-to-market strategy for Distribution in the IMEA region in coordination with the regional, in country commercial leaders
Align on strategic actions on alternative channels with the regional / local commercial leadership teams
Be part of the project team to design and execute the Digital strategy for the IMEA region
Lead, motivate, recognize and performance manage the Inside Sales customer success team members to assist them in reaching their sales goals
Assist and coach Inside Sales customer success team on sales strategies and mentor team as a player coach to drive discovery of customer needs by role modeling best practices and daily interactions.
Drive Virtual business development, win new business virtually enhance Virtual sales
Be the go-to person for the Inside Sales customer success team to get information and remove obstacles
Be the go-to person for the Inside Sales team, customer success, the field commercial teams and the marketing teams
Facilitate and drive compliance with Salesforce.com and other business systems to document activity and progress.
Meet and exceed team sales targets.
Able to adjust course when appropriate new ideas, objections or feedback is raised.
Collaborate across sales teams, marketing teams and internal partners to drive sales process forward.
EMPLOYEES SUPERVISED
5-10
BUDGETARY RESPONSIBILITY 5-10 million Dollars existing revenue
2-4 million in new revenue
JOB SCOPE
Has latitude to determine best approach to develop leads to meet established sales targets. At times, receives general instructions with flexible guidelines. Failure in selling could result in decreased sales and profits to H.B. Fuller.
INTERPERSONAL CONTACTS
Exerts strong influence on decisions affecting this general function. Deals with people at all levels within both customer accounts and the internal organization. Drives customer problem resolution, leveraging experience, HBF departments and resources. Contacts are made primarily via phone and through electronic media. Disclosure of confidential data accessible to this job would have adverse effects internally and externally, and could result in major losses to H.B. Fuller.
Minimum Requirements - Bachelor s degree in a technical/mechanical or marketing field (or equivalent experience)
- 4-7 years of years of direct supervisory experience in a sales organization, preferably as part of an Alternative Channel - Distribution/Inside Sales/Digital Organization.
- 2-4 years professional inside sales or distribution experience as an individual contributor, driving new business opportunities, revenue retention as an account manager with multiple technical product lines/families. Preferably in the industrial chemical industry.
- Demonstrated experiences in sales, prospecting and new business development
- Excellent verbal and written communication skills including ability to develop and deliver effective presentations through electronic mediums.
- Ability to influence via phone, identify and gain access to decision makers, develop and close sales.
- Strong computer competency with high MS Office suite proficiency, database experience and other internet based software.
- Ability to sell at all levels within organizations.
- Proven experience ability to work independently as well as in team environment.
- Well organized, process and data driven, producing accurate and timely reports, etc.
PREFERRED QUALIFICATIONS - CRM Skills
- SalesForce.com experience
- Advanced consultative sales skills
PHYSICAL ENVIRONMENT - G eneral office environment
- Time spent on phone (10% to 20%)
- Occasional travel (10%)
