Strategic Account Manager - BTRS

H.B. Fuller•St. Louis, MO

1d•$105,000 - $135,000•Remote

About The Position

The Strategic Account Manager grows and manages customer relationships in the Bus, Truck, Rail, and Specialty Vehicles (BTRS) market, including Trailer, Marine, Agricultural, and Heavy-Duty Truck segments. The role sells H.B. Fuller adhesives, sealants, and coating technologies and drives profitable growth through strategic account management, customer development, and new business acquisition. The successful candidate develops and executes account strategies, identifies growth opportunities with existing and prospective customers, and partners with R&D, Operations, Customer Service, and Commercial teams to deliver value-based solutions that support customer success and business objectives. The position is remote, with the Midwest/Central United States preferred, and requires up to 50% travel. Approximately 50–60% of the role’s time is dedicated to growth initiatives, including larger opportunities and new business development.

Requirements

At least 6 years of industrial sales experience.
Demonstrated success building and managing customer relationships.
Experience proactively partnering with customers to exceed expectations.
Ability to quickly learn and communicate technical concepts.
Strong verbal, written, and presentation skills.
Ability to work independently and manage a territory effectively.
Valid driver's license.
Ability and willingness to travel up to 50%.
Ability to lift and carry up to 50 pounds.

Nice To Haves

Bachelor's degree in Marketing, Engineering, Business, or a related technical field.
Experience selling adhesives, sealants, coatings, or related industrial products.
Experience with value-based selling methodologies.
Background supporting transportation, trailer, marine, agricultural, heavy-duty truck, or related industrial markets.
Proven ability to drive profitable growth within strategic accounts.

Responsibilities

Develop and maintain a robust sales funnel to support future growth.
Identify, prospect, and develop new customer relationships within assigned markets.
Dedicate approximately 50–60% of time to growth initiatives, including pursuing larger opportunities and developing new business.
Diversify the customer base and target markets.
Achieve sales, volume, margin, and profitability objectives.
Develop and execute short- and long-term strategic account plans.
Drive account growth while managing profitability and business risk.
Deliver annual sales, margin, and volume targets.
Conduct monthly business reviews with leadership.
Negotiate pricing and commercial agreements using value-selling principles and approved pricing tools.
Build and strengthen customer relationships through customized value propositions.
Develop a deep understanding of customer business strategies and adhesive needs.
Identify opportunities to expand partnerships and increase market share.
Deliver value-based solutions that strengthen customer loyalty and reduce competitive threats.
Provide insights on industry trends, market developments, and raw material dynamics as a trusted advisor.
Use established sales processes and CRM tools consistently.
Partner with R&D, Operations, Customer Service, and other internal teams to support customer needs and business objectives.
Coordinate resources to execute account growth strategies.