Job Description

H.B. Fuller is a leading global adhesives provider focusing on perfecting adhesives, sealants and other specialty chemicals across all industries throughout the world. While our products are virtually invisible, they play a vital role in ensuring the quality of modern life and we are committed to connecting what matters to solve some of the world\'s biggest adhesion challenges.

Key Metric Options (agreed annually)

New business development

Territory Sales Management

Contribution Margin

Price

Win / Loss Ratio

% time on new business development, maintenance, training

PRIMARY DUTIES

CORE COMPETENCIES

• Result Oriented
• Technical Adhesive & concept selling skills
• Hunting mind set \xe2\x80\x93 nurture and create from scratch
• End Customer focused \xe2\x80\x93 creating value
• Demonstrates cross functional excellence
• Sharp business acumen
• Embraces change and innovation

TECHNICAL KNOWLEDGE

• Technical knowledge of products & services required for the above market segments.

• Strong knowledge of products like Anaerobics, Acrylics, Epoxies, Hotmelts, Polyurethanes, MMAs, Cyanoacrylates, Solvent & Water Based, Silicones, Coatings, PU Foams
• Passion to drive and develop business from scratch.
• Sales Process & Sales Tools

• Consistent user of salesforce.com and FLIP pricing tool
• Applies sales process in every new and existing business opportunity
• Trends in market & industry & relationship management

• Building a working knowledge of markets and industry, and leverages to enhance opportunities and acceleration of the sales process
• Supply chain

• Familiar with location of company plants and understands impact of supply chain, and can communicate details with customer as required
• Equipment & application process

• Able to understand and speak the language of equipment and application processes in conversing with the customer
• Substrate

• Can reliably select best products based on substrate requirements and business strategy
• Business Acumen

• Able to optimize products and price to increase value for HBF

ACCOUNTABILITY FOR RESULTS

• Accountable for delivering monthly and annual business results, aligned with the business plan of Sales, CM and DSO.
• Develop and strengthen relationships with internal / external stakeholders and customers to proficiently manage the entire sales cycle, material planning / forecasting, account receivables and identifying new opportunities of growth & value addition
• A dominant portion of this job would be to execute new market development initiatives, map the market and applications, identify, and convert opportunities for share gain, new applications, and channels. Further, the candidate needs to independently drive product trials, scale up and troubleshooting

CUSTOMER FOCUSED \xe2\x80\x93 CREATING VALUE

• Drive customer intimacy by delivering HBF\xe2\x80\x99s value proposition tailored to meet the needs of the customer
• Promote, quantify, and expertly sell value, which differentiates HBF in the market and adds value to our customers
• Consistently deliver value to our customers to realize customer loyalty and minimize erosion
• Anticipate current and future needs of the customer through deep understanding of the customer\xe2\x80\x99s business
• Promote and sell latest HBF products and technology thereby enhancing our position in the market as an innovative leader

DEMONSTRATES CROSS FUNCTIONAL EXCELLENCE

• Consistently manage activities to ensure all EHS requirements are followed
• Leverage all sales processes, including salesforce.com, consistently applies the HBF sales process
• Demonstrates ability to support the customer Independently technically for standard needs, including running a product demonstration
• Identify, develop, and close new business opportunities and communicate forecasting needs to the business
• Intimately know the territory/industry, including developing new business pipeline
• Manage time by balancing effort between existing business and new business pipeline
• Provide timely monthly reports and all necessary internal/external communication, and collaboration with other stakeholders
• Demonstrates ability to understand competitive landscape and how to position HBF for advantage

DEMONSTRATES BUSINESS ACUMEN

• Implement business pricing strategy based on business guidelines, expertly delivers price increases thereby enabling prices to stick
• Promote HBF products and technologies to optimize profitability
• Allocate own resources in a planned and consistent way with the business strategy
• Manage impact on profitability from terms and conditions, supply chain, days outstanding and other aspects
• Manage T&E expenses to budget

EMBRACES CHANGE AND INNOVATION

• Provide voice of the customer feedback into the organization
• Promote and sell innovative HBF technologies that create competitive advantage and optimize value for customers
• Adapt easily to a dynamic environment and maintain high levels of motivation and engagement

SALES COMPETENCIES & BEHAVIORS

• Negotiating: 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.
• Growing a sales territory: Developing an understanding of business, financials, products/services, the market and specific needs of assigned territory/accounts.
• Presenting: An effective presenter for simple and complex topics in a variety of settings, both inside and outside the organization.
• Questioning / Listening: Increases listening skills through practice; asks clarifying questions for increased understanding. Restates and accurately summarizes key messages.
• Communicating: 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.
• Prospecting: 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.
• Being a team player: Willingness to take on additional responsibilities to facilitate the achievement of individual and team goals. Invites and builds upon the ideas of others.

EMPLOYEES SUPERVISED

None

SCOPE OF RESPONSIBILITY

\xc2\xb7Manages territory and develops new business opportunities. New business activity represents ~80% of time.

Minimum Requirements

• 4-year engineering college degree, with a chemical/mechanical stream is preferred
• Minimum 7 to 9 years of relevant sales experience (industrial consumables experience preferred - must have handled Adhesives, Sealants, Specialty lubricants & Specialty chemicals)
• Candidate is preferred from North India territory
• Must have a valid 4-wheeler driver\xe2\x80\x99s license and be willing to travel extensively
• Travel time depends on size/geography of the territory.
• Language Proficiency \xe2\x80\x93 Primary fluency in English and Hindi. A few additional Indian languages known will be an added advantage

H.B. Fuller is an Equal Employment Opportunity employer and proud to have created a collaborative culture where employees around the world are seen, heard, and respected. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, or marital status or status as a protected veteran, or any other legally protected classification.

H.B. Fuller does not accept unsolicited resumes from recruiters, employment agencies, or staffing firms. To conduct business with H.B. Fuller, a written service agreement must be executed by Human Resources prior to submitting any information relating to a potential candidate. Without a signed service agreement, H.B. Fuller shall not be obligated for payment of any fee or compensation.

H.B. Fuller