Sales Professional

H.B. Fuller; Malaysia; On-site; MYR 50,000 - 70,000; Full time

Job summary

A global adhesives leader is seeking a Sales Representative to drive sales growth and manage customer relationships in Malaysia. The role involves retaining current business and pursuing new opportunities while promoting H.B. Fuller’s innovative products. Successful candidates should possess strong negotiation skills, an understanding of customer needs, and the ability to effectively present solutions. The company values collaboration and offers an equal opportunity work environment.

Qualifications

• Deep understanding of customer’s business and future needs.
• Ability to negotiate pricing and incorporate customer needs.
• Effective presentation skills in various settings.

Responsibilities

• Delivering territory and business results through sales activities.
• Developing a sales funnel for growth opportunities.
• Promoting and selling H.B. Fuller products to increase market presence.

Job description

Job Overview

As 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.

Responsibilities

• Deliver territory and business results by retaining current business in the defined territory (70% of time) and developing new business opportunities (30% of time).
• Consistently apply the HB Fuller sales excellence process and use of all sales tools (SFDC).
• Develop a sales funnel for future growth opportunities.
• Delivering annual business results, aligned with business plan, sales, CM and volume.
• Focus effort on delivering growth and maintain existing business to deliver plan and targets.
• Negotiate pricing and margin (aligned with the business) using value selling and the flip pricing tool.
• Drive customer intimacy by delivering HBF’s value proposition tailored to the needs of the customer.
• Promote, quantify and expertly sell value, differentiating H.B. Fuller by adding value to our customers.
• Realize customer loyalty and minimize erosion.
• Anticipate current and future needs of the customer through deep understanding of the customer’s business.
• Promote and sell H.B. Fuller products and technology, enhancing our position in the market as an innovative leader.
• Consistently manage activities to ensure all EHS requirements are followed.
• Leverage all sales processes, including salesforce.com, consistently applies the H.B. Fuller sales process.
• Identify, develop and close new business opportunities and communicate forecasting needs to the business.
• 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.
• Promote H.B. Fuller products and technologies to optimize profitability.
• Manage T&E expenses to budget.
• Provide voice of the customer feedback into the organization.
• Promote and sell innovative H.B. Fuller technologies that create competitive advantage and optimize value for customers.
• Adapt easily to a dynamic environment and maintain high levels of motivation and engagement.
• Negotiate skillfully in more difficult situations; understand the needs of the customer and incorporate that knowledge.
• Gain trust quickly from key contacts at the customer.
• Develop an understanding of business, financials, products/services, the market and specific needs of assigned territory/accounts.
• Be an effective presenter for simple and complex topics in a variety of settings, both inside and outside the organization.
• Increase listening skills through practice; ask clarifying questions for increased understanding.
• Restate and accurately summarize key messages.
• Consistently deliver timely, accurate and concise messages orally and/or in writing to effectively inform an individual or group.
• Adapt style to the needs of individuals or groups to ensure his/her message is understood.
• Be creative in finding new sources of business and applying latest techniques for cultivating customer leads, and be consistent in applying the agreed amount of prospecting time and effort.
• Show real win worth drives prioritization.
• Willingness to take on additional responsibilities to facilitate the achievement of individual and team goals.
• Invite and build upon the ideas of others.
• Have basic knowledge of contracting legislation.

Equal Employment Opportunity

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.

Recruiting Policy

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.