The Sales Professional position is expected to grow and retain HB Fullers market share and customer base in key market segments while achieving profit sales targets.
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.
Primary Responsibilities ACCOUNTABILITY
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
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. Fullerby 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. Fullerproducts and technology, enhancing our position in the market as an innovative leader
SALES 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 legislation
Minimum Requirements 4-year college degree, with a technical/mechanical, marketing, or chemistry background preferred
6 + years of relevant sales experience (industrial consumables experience preferred - must have handled Adhesives, Sealants, Specialty lubricants & Specialty chemicals)
Must have a valid driver s license and be willing to travel.
Travel time depends on size/geography of the territory.
Ability to lift and carry up to 50 lbs.
