Strategic Account Manager I

HB Fuller; Saint Paul (MN); Remote; USD 102,000 - 138,000; Full time

Job summary

H.B. Fuller, a world-leading adhesives company, is seeking a strategic account professional to expand growth across key customers.

You will craft account plans, manage multi-million dollar portfolios, and drive value-based negotiations with stakeholders across procurement, technical, and operations. The role requires 5+ years in industrial sales, strong communication and relationship skills, and willingness to travel regularly within the territory.

Qualifications

• Requires a Bachelor's degree or equivalent combination of education and experience.
• 5+ years of industrial sales experience with revenue growth proven.
• Strong communication, negotiation, presentation, and relationship management skills.
• Valid driver's license and ability to travel regularly within assigned territory.

Responsibilities

• Develop and execute strategic account plans to drive growth, profitability, and customer retention.
• Manage a portfolio of strategic accounts with annual revenues of approximately $5M-$10M.
• Identify, qualify, and advance opportunities through the sales funnel.
• Negotiate pricing and commercial agreements using value-based selling approaches.
• Build and maintain relationships with procurement, technical, and operational stakeholders.
• Deliver customer-focused solutions by identifying needs and aligning H.B. Fuller capabilities.
• Utilize Salesforce.com and pricing tools to manage account activity and business opportunities.
• Collaborate with technical, operations, customer service, and marketing teams to achieve business goals.

Skills

Communication

Negotiation

Presentation

Relationship mgmt

Education

Bachelor's degree

Tools

Salesforce CRM

Pricing tools

Job description

Position 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 2025 revenue of $3.5 billion, our mission to Connect What Matters is brought to life by more than 7,100 global team members who collaborate with customers across more than 30 market segments in 150 countries to develop highly specified solutions that enable customers to bring world-changing innovations to their end markets. Learn more at www.hbfuller.com.

Primary Responsibilities

• Develop and execute strategic account plans to drive growth, profitability, and customer retention.
• Manage a portfolio of strategic accounts with annual revenues of approximately $5M-$10M.
• Identify, qualify, and advance opportunities through the sales funnel.
• Negotiate pricing and commercial agreements using value-based selling approaches.
• Build and maintain relationships with procurement, technical, and operational stakeholders.
• Deliver customer-focused solutions by identifying needs and aligning H.B. Fuller capabilities.
• Utilize Salesforce.com and pricing tools to manage account activity and business opportunities.
• Collaborate with technical, operations, customer service, and marketing teams to achieve business goals.

Minimum Requirements

• Bachelor's degree or equivalent combination of education and experience.
• 5+ years of industrial sales experience; marketing or technical experience may be considered.
• Demonstrated experience managing customer accounts and delivering revenue growth.
• Strong communication, negotiation, presentation, and relationship management skills.
• Valid driver's license and ability to travel regularly within the assigned territory.

Preferred Requirements

• Degree in a technical, mechanical, chemistry, marketing, or related field.
• Experience with CRM platforms and sales management tools.
• Knowledge of manufacturing, industrial markets, or adhesive technologies.
• Ability to support customer trials, technical discussions, and operational problem‑solving.

#LI-MA1 #LI-Remote

Pay is based on several factors including but not limited to education, work experience, certifications, and geographic location.

The salary for this role is $120,000k + incentive plan.

In addition to your salary, H.B. Fuller offers employees a competitive total rewards package including comprehensive benefits, incentive and recognitions programs, health & wellness benefits, 401K contributions, paid time off and paid holidays. Eligibility may vary.

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, age, 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.