Strategic Account Manager - Automotive Adhesives

H.B. Fuller Company; Deutschland; Remote; USD 79,926 - 125,599; Full time

Job summary

H.B. Fuller Company in Germany is seeking a Strategic Account Manager to serve as the primary commercial contact for regional strategic accounts, including remote engagement.

You will develop and execute account strategies to drive profitable growth and strengthen customer relationships. Responsibilities include building a strong value proposition, coordinating with technical, R&D, and supply chain teams, and leading pricing negotiations.

Qualifications

• Bachelor’s degree in Chemistry, Engineering, Marketing, or Business.
• 6+ years of industrial sales experience.
• Experience managing strategic, regional, or key accounts in a B2B environment.
• Experience negotiating commercial agreements and pricing.
• Proficiency with CRM platforms such as Salesforce.com and sales planning tools.

Responsibilities

• Develop and execute short- and long-term strategic account plans to defend, retain, and grow assigned accounts.
• Achieve annual sales, volume, and contribution margin targets aligned with business objectives.
• Identify, develop, and manage a sales funnel to drive future growth opportunities.
• Lead pricing and commercial negotiations using value-based selling principles and pricing tools.
• Coordinate internal resources, including technical, R&D, customer service, and supply chain teams, to support customer success.

Skills

CRM proficiency

Negotiation

Value-based selling

Strategic account planning

Cross-functional teamwork

Education

Bachelor’s degree in Chemistry/Engineering/Marketing/Business

Tools

Salesforce

Job description

## Strategic Account ManagerApplyremote type: Virtuallocations: Germanytime type: Full timeposted on: Posted Todayjob requisition id: R26\_0000001541As 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.**Job title:** Strategic Account Manager**Location:** Germany, Remote**Position Overview**The Strategic Account Manager serves as the primary commercial contact and trusted partner for assigned regional strategic accounts. This role is responsible for developing and executing account strategies that drive profitable growth, strengthen customer relationships, and deliver H.B. Fuller’s value proposition. Managing a portfolio of medium-complexity accounts, the Strategic Account Manager identifies growth opportunities, optimizes share and profitability, and collaborates across functions to meet customer and business objectives.**Primary Responsibilities*** Develop and execute short- and long-term strategic account plans to defend, retain, and grow assigned accounts.* Achieve annual sales, volume, and contribution margin targets aligned with business objectives.* Identify, develop, and manage a sales funnel to drive future growth opportunities.* Build strong relationships with procurement, technical, production, and other customer stakeholders.* Lead pricing and commercial negotiations using value-based selling principles and pricing tools.* Promote and quantify H.B. Fuller’s value proposition to differentiate solutions and strengthen customer loyalty.* Coordinate internal resources, including technical, R&D, customer service, and supply chain teams, to support customer success.* Anticipate customer needs through a deep understanding of customer strategies, markets, and industry trends.* Allocate approximately 20-30% of time to prospecting and new business development opportunities.* Maintain accurate customer, opportunity, and account information within Salesforce.com and other sales systems.**Minimum Requirements*** Bachelor’s degree in Chemistry, Engineering, Marketing, Business, or a related technical field.* Minimum 6 years of industrial sales experience; technical or marketing experience may be considered.* Experience managing strategic, regional, or key customer accounts in a B2B environment.* Demonstrated success achieving sales growth, profitability, and customer retention objectives.* Experience negotiating commercial agreements and pricing with procurement and business stakeholders.* Proficiency using CRM platforms such as Salesforce.com and sales planning tools.* Valid driver’s license and ability to travel extensively within the assigned territory.* Authorized to work in the country where the position is located.**Preferred Requirements*** Experience within adhesives, chemicals, manufacturing, packaging, or related industrial markets.* Strong understanding of value-based selling methodologies and strategic account management practices.* Experience working with cross-functional teams including R&D, Technical Service, Operations, and Supply Chain.* Ability to support customer trials, troubleshoot technical product applications, and interpret process parameters.* Knowledge of market trends, raw material dynamics, and supply chain impacts affecting industrial customers.#LI-CR1#LI-remote*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.*