Tracking Code6126 Job DescriptionWe at H.B. Fuller embrace a shared set of beliefs and competencies that direct the way we operate and express our fundamental principles about how we will achieve success.
We strive to hire talent that demonstrates our beliefs and our competencies.POSITION OVERVIEWThe Account Manager is expected to retain and grow H.
B. Fullers’ market share at existing customers while closing profitable new sales opportunities in footwear, conveyor belt, textile markets primarily.
He or she is accountable for ensuring that customers view H.B. Fuller as a partner by providing professional sales support and excellent customer service.
The Account Manager must possess the business ability to influence and gain customer alignment at all levels within customer organizations.
He or she is expected to develop an in-depth understanding of the client’s business plus the competitors, industry trends, and market forces affecting their business and product needs.
The Account Manager should achieve the above through use of the H.B. Fuller Sales Process and value sellingPRIMARY DUTIESThe key objective is the achievement of defined sales and contribution margin objectives with the result that H.
B. Fuller expands its market share in the Account Managers geography. The following are the main tasks for an Account Manager :
Work safely following the company guidelines and using all protective equipment.
Develop relationships at all levels with all ’A’’ accounts but especially the Top 10.
Manage the ’B’’ and ’C’’ accounts in line with Business Manager (BM) guidelines.
Agree Top 10 opportunities with BD, BM and then close them within the timelines agreed.
Implement Strategic Account plans for sites that are within the Account Managers geography.
Manage travel & expense (T&E) costs within budget.
Use the pricing tools provided, and implement prices variation as required.
Document activities at customers in our CRM tool (SFDC).
Develop and maintain account plans for all key accounts and plan to hold a business review at least once per year at the Top 10 accounts.
Quantify and document the value H.B. Fuller provides to the customer.
Support distribution strategy regarding c account.
Support Inside Sales and work with them as a team.
Proactively focus on selling core products and upgrading customers to new products, additionally when specifically requested by BD or BM, Marketing or Product Line Manager.
Develop sales in new market segments or with new products as required by Marketing and Sales Management.
Ensure customers pay on time, give minimum order quantities and lead times.
Work closely with Customer Service, Credit Control and react quickly if they ask for help.
Provide accurate sales forecast twice a year.
Document all potential business in SFDC including all ESPCE (Equipment, Substrates, and Performance / Cost / Environment) data.
Report new customer or market technical / product needs to the Technical Service / Research +Development (R+D) team and copy the BD, BM.
Suggest new ideas to H.B. Fuller that could allow H.B. Fuller to differentiate itself from the competitors either through technology or service.
Ensure customers are using the latest technology and services available from H.B. Fuller.
Work in close cooperation with Area Technical Managers and technical labs.
Use the selling tools and skills provided via the H.B. Fuller sales training programs and coaching from the BD, BM. Constantly seek to improve knowledge, skills and behavior by attending training, seeking advice and by self-learning.
Use the Sales Manager, the ATM, the SAM and R+D plus any other resources as necessary to achieve sales objectives.
Work closely with Inside Sales colleagues as a team in order to achieve the most profitable option for HBF and most effective for our valued customers.
Required SkillsMINIMUM REQUIREMENTS
Bachelor / Master level or equivalent through experience
Excellent footwear manufacturing experience.
Intensive footwear market and customer knowledge ideally within the EU east region / south-east region.
Good connection to footwear OEMs.
Excellent in understand footwear applications and footwear equipments.
3+ years’ experience or proven experience in industrial sales or relevant industry experience adhesives and equipment experience more important than sales experience.
Experience with technical skills in one of the key segments listed above is a plus.
Understanding of financial metrics such as Operating Profit, Margins and Working Capital
Excellent verbal, presentation and written communication skills
PC skills in Windows environment, comfortable in working with IT based reporting tools
Valid driving license and willing to travel within the Territory and occasionally to H.B. Fuller facilities across the European Region.
Active travel to customers at region will represent 70+% of working time.
Ability to communicate in German language and ideally any east country language like Romanian, Russia, Polish.
High ethical standards must meet H.B. Fuller minimumPREFERRED QUALIFICATIONS
Technical or marketing qualifications
Experience in working with different cultures and working with different countries
Good or fair Chemistry knowledge
Knowledge of applications engineering
Sales experience is a plus but discussable
Ambition to become sales professional as Account ManagerJob Location Wels, AustriaPosition TypeFull-Time / Regular