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Job summary
A leading adhesives company is seeking a Strategic Account Manager to drive commercial goals and manage large regional accounts. The successful candidate will develop strategic account plans, optimize profitability, and build sales funnels for future growth. Candidates should possess a Bachelor’s degree, 5+ years in B2B sales, and strong negotiation skills. The role requires expertise in adhesives technology, with a high degree of communication and coordination. This position will be remote, based in Germany.
Qualifications
- Minimum 5 years of experience in B2B sales or account management, preferably in adhesives or chemical manufacturing.
- Proven ability to develop strategic account plans and deliver business results.
- Strong negotiation and communication skills.
Responsibilities
- Develop and own a strategic plan for assigned accounts and execute through expert communication and coordination.
- Build and manage a sales funnel for future growth opportunities.
- Drive and deliver H.B. Fuller’s commercial goals, optimizing share, price, and profitability.
Skills
Education
Tools
Position Title: Strategic Account Manager
Location: Germany, Remote
As the one voice to the customer, the Strategic Account Manager drives H.B. Fuller's commercial goals by anticipating and meeting customer needs. This role manages large regional accounts, including single and multi‑site accounts with medium complexity, and is responsible for revenue bands between $9–20MM and up to seven accounts.
- Develop and own a strategic plan for assigned accounts and execute through expert communication and coordination.
- Build and manage a sales funnel for future growth opportunities.
- Drive and deliver H.B. Fuller’s commercial goals, optimizing share, price, and profitability.
- Anticipate and meet customer needs while applying the sales process and tools consistently.
- Allocate 30% of time to growth opportunities.
- Negotiate pricing and margin using value selling and the FLIP pricing tool.
- Maintain and manage the contact matrix for internal and external stakeholders.
- Provide insights and act as a strategic partner to customers on market trends and industry issues.
- Bachelor’s degree in Business, Chemistry, Engineering, or related field.
- Minimum 5 years of experience in B2B sales or account management, preferably in adhesives or chemical manufacturing.
- Proven ability to develop strategic account plans and deliver business results.
- Strong negotiation and communication skills.
- Must be authorized to work in Germany.
- Experience managing regional strategic accounts with multi‑site operations.
- Knowledge of adhesives technologies and related markets.
- Familiarity with Salesforce.com and FLIP pricing tool.
- Ability to run line trials and provide technical troubleshooting in collaboration with R&D and Quality teams.
* The salary benchmark is based on the target salaries of market leaders in their relevant sectors. It is intended to serve as a guide to help Premium Members assess open positions and to help in salary negotiations. The salary benchmark is not provided directly by the company, which could be significantly higher or lower.