Sales Professional

Position Overview

The Sales Professional position grows and retains H.B. Fuller's market share and customer base in the segment while achieving profit sales targets.

The Sales Professional will:

1. Deliver territory and business results by retaining current business in the defined territory (70% of time) and developing new business opportunities (30% of time).
2. Consistently apply the H.B. Fuller sales excellence process and use of all sales tools (SFDC).
3. Develop a sales funnel for future growth opportunities.

Primary Responsibilities

ACCOUNTABILITY FOR RESULTS

1. Delivering annual business results, aligned with business plan, sales, CM, and volume.
2. Focus effort on delivering growth and maintain existing business to deliver plan and targets.
3. Negotiate pricing and margin (aligned with the business) using value selling and the flip pricing tool.

CUSTOMER FOCUS – CREATING VALUE

1. Drive customer intimacy by delivering H.B. Fuller’s value proposition tailored to the needs of the customer.
2. Promote, quantify, and expertly sell value, differentiating H.B. Fuller by adding value to our customers.
3. Realize customer loyalty and minimize erosion.
4. Anticipate current and future needs of the customer through deep understanding of the customer’s business.
5. Promote and sell H.B. Fuller products and technology, enhancing our position in the market as an innovative leader.

DEMONSTRATES FUNCTIONAL EXCELLENCE

1. Consistently manage activities to ensure all EHS requirements are followed.
2. Leverage all sales processes, including salesforce.com, consistently applying the H.B. Fuller sales process.
3. Identify, develop, and close new business opportunities and communicate forecasting needs to the business.
4. Manage time by balancing effort between existing business and new business pipeline.
5. Provide timely monthly reports and all necessary internal/external communication, and collaboration with other stakeholders.

DEMONSTRATES BUSINESS ACUMEN

1. Promote H.B. Fuller products and technologies to optimize profitability.
2. Manage T&E expenses to budget.

EMBRACES CHANGE AND INNOVATION

1. Provide voice of the customer feedback into the organization.
2. Promote and sell innovative H.B. Fuller technologies that create competitive advantage and optimize value for customers.
3. Adapt easily to a dynamic environment and maintain high levels of motivation and engagement.

SALES COMPETENCIES & BEHAVIORS

1. 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.
2. Developing an understanding of business, financials, products/services, the market, and specific needs of assigned territory/accounts.
3. An effective presenter for simple and complex topics in a variety of settings, both inside and outside the organization.
4. Increases listening skills through practice; asks clarifying questions for increased understanding. Restates and accurately summarizes key messages.
5. 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.
6. Creative in finding new sources of business and applying the latest techniques for cultivating customer leads, and is consistent in applying the agreed amount of prospecting time and effort.
7. Willingness to take on additional responsibilities to facilitate the achievement of individual and team goals. Invites and builds upon the ideas of others.
8. Basic knowledge of contracting legislation.

Minimum Requirement

1. External: At least 2 years of relevant sales experience (industrial experience preferred).
2. Bachelors or University Degree with a technical/mechanical, marketing, or chemistry background preferred.
3. Must have a valid driver’s license and be willing to travel.
4. Travel time depends on size/geography of the territory.