Strategic Account Manager

H.B. Fuller

About The Position

As the largest pureplay adhesives company in the world, H.B. Fuller’s (NYSE: FUL) innovative, functional coatings, adhesives and sealants enhance the quality, safety and performance of products people use every day. Founded in 1887, with 2024 revenue of $3.6 billion, our mission to Connect What Matters is brought to life by more than 7,500 global team members who collaborate with customers across more than 30 market segments in over 140 countries to develop highly specified solutions that enable customers to bring world-changing innovations to their end markets. Learn more at www.hbfuller.com. The Strategic Account Manager is responsible for developing, owning, and executing a comprehensive strategic plan for assigned accounts. This role drives commercial success through strong communication, cross-functional coordination, and the ability to influence without direct authority. A key focus is building a healthy sales funnel and identifying future growth opportunities while delivering on H.B. Fuller’s commercial goals related to share, price, and profitability.

Responsibilities

Strategic Planning & Execution Develop and maintain short- and long‑term strategic account plans to defend, grow, and optimize account performance.
Build and manage a robust sales funnel to support future growth opportunities.
Dedicate approximately 20% of time to pursuing and developing larger growth opportunities.
Deliver annual business results aligned with revenue, contribution margin, and volume targets.
Commercial Excellence Lead pricing and margin negotiations using value‑selling expertise and the FLIP pricing tool to maximize profitability.
Apply the full H.B. Fuller sales process and leverage all sales tools consistently.
Manage risks and ensure commercial activities support sustained account health.
Customer Engagement & Value Delivery Deepen customer intimacy by tailoring HBF’s value proposition to their specific needs.
Identify customer needs and translate them into actionable growth opportunities.
Promote and quantify value to differentiate H.B. Fuller in the market.
Consistently deliver measurable value that strengthens loyalty and minimizes erosion.
Provide insights on market trends, raw material conditions, and industry changes—serving as a strategic partner to the customer.
Maintain and own the full customer contact matrix, ensuring expectations are clearly defined and met.
Sales Competencies & Behaviors Negotiation & Influence Navigate complex negotiations, including with procurement teams at the headquarters level.
Balance customer needs with HBF’s strategic and commercial objectives to achieve win‑win outcomes.
Portfolio Management Manage a portfolio of regional and segment‑specific strategic accounts.
Allocate time effectively to prioritize high‑impact opportunities.
Leverage internal HBF resources to align organizational support with customer needs.
Strategic Thinking & Innovation Develop strategic plans rooted in research, opportunity assessment, and customer understanding.
Integrate HBF innovation priorities into account strategies.
Communication & Presentation Deliver clear, concise, and effective presentations to both internal and external audiences.
Tailor communication style to ensure understanding across diverse groups.
Discovery, Listening & Relationship Building Demonstrate strong questioning and active listening skills to fully understand customer needs.
Summarize customer insights accurately and use them to guide the sales approach.
Prospecting & Growth Mindset Dedicate at least 20% of time to identifying and qualifying new strategic accounts.
Conduct research on customer needs and “share of wallet” to uncover expansion opportunities.
Collaboration Work effectively across teams and departments, using influence and partnership to achieve account goals.
Knowledge & Technical Expertise Customer & Market Knowledge Deeply understand the customer’s business model, strategy, and operational needs.
Align H.B. Fuller solutions with the customer’s strategic priorities.
Product & Technical Expertise Maintain a strong understanding of customer products and relevant HBF technologies.
Conduct line trials, troubleshoot on‑site issues, and support processing parameters in collaboration with R&D, Technical Service, and Quality teams.
Sales Process & Tools Regularly utilize Salesforce.com, the FLIP pricing tool, and other sales systems.
Invest the necessary time to discover and address customer needs.
Industry & Market Trends Build working knowledge of market conditions to improve value positioning and sales strategy.
Supply Chain & Customer Service Understand customer plant operations and supply chain impacts to structure optimal deals for both the customer and HBF.
Business Acumen Balance product, price, and service considerations to deliver customer value and profitability.
Apply basic legal understanding to support compliant and sustainable business decisions.