Key Account Manager

H.B. Fuller•San Antonio, TX

2d•Hybrid

About The Position

The Key Account Manager is responsible for driving growth, delivering results, and strengthening customer relationships through value‑based selling. This role manages both existing business and new opportunities while providing technical support and executing the H.B. Fuller sales process. The Key Account Manager partners closely with customers to understand needs, anticipate trends, and position H.B. Fuller as a strategic solutions provider. This role will support a territory in the South Texas region that includes, Houston, Austin and San Antonio.

Requirements

2 years of experience in vascular access sales or medical device sales.
Alternatively, experience as a vascular access nurse with a strong network in Infection Control and Vascular Access.
Bachelor’s degree required.
Strong ability to work independently and manage territory with minimal supervision.
Self-motivated with an entrepreneurial mindset and a proactive approach to generating new leads.
Willingness to travel approximately 50% of the time, including overnight travel as needed.

Nice To Haves

Experience presenting to and managing relationships with Value Analysis Committees (VAC).
Demonstrated success in sales in an undeveloped or competitive territory.
Ability to develop deep relationships with hospital departments beyond the primary target area.
Experience in the medical device industry with a focus on vascular access and infection control technologies.

Responsibilities

Deliver annual sales, volume, and margin results aligned with the business plan.
Manage, coordinate, and present to Value Analysis Committees (VAC) in hospitals and hospital systems.
Guide accounts through a five-step process: Initial Contact, Presentation, Trial and VAC Approval, In-service, and Account Closure.
Drive account adoption of SecurePortIV® adhesive and secure consistent monthly orders.
Develop and grow accounts by cross-selling across departments such as Infection Control, ICU, NICU, Pediatrics, ER, Interventional Radiology, Anesthesia, Dialysis, and more.
Cultivate new business in an undeveloped territory by educating potential customers on the benefits of SecurePortIV®.
Serve as the primary contact for new accounts, developing relationships and driving continued account growth.
Build a network of influential stakeholders within target hospital accounts, including Infection Control and Vascular Access personnel.