Inside Sales Business Development Representative

H.B. Fuller; Johannesburg; On-site; ZAR 30 000 - 60 000; Full time

Job summary

An established industry player is seeking a dynamic Sales Representative to join their team in Johannesburg. This role involves developing long-term customer relationships, managing accounts, and driving new business opportunities in the industrial adhesives market. You will leverage your sales skills to provide exceptional service and engage in technical discussions to meet customer needs. Join a collaborative culture where your contributions are valued, and help connect what matters by delivering innovative solutions to clients. This is a fantastic opportunity for someone passionate about sales and customer service in a thriving industry.

Qualifications

• 0-2 years of professional sales experience, preferably in the industrial chemical industry.
• Bachelor's degree or equivalent experience in a technical/mechanical or marketing field.

Responsibilities

• Develop long-term customer relationships through proactive account management.
• Make 30-50 outbound calls per day to identify customer needs.
• Engage in technical discussions to determine customer requirements.

Skills

Sales Skills

Customer Relationship Management

Analytical Skills

Communication Skills

Proficiency in English

Proficiency in Afrikaans

Education

Bachelor's degree in a technical/mechanical or marketing field

Tools

CRM Software (e.g., SFDC)

Power BI

FLIP

Job description

As the largest pureplay adhesives company in the world, H.B. Fuller (NYSE: FUL), our innovative, functional coatings, adhesives, and sealants enhance the quality, safety, and performance of products people use every day.

Founded with revenue of $3.5 billion, our mission to Connect What Matters is brought to life by more than 7,000 global team members who collaborate with customers across more than 30 market segments in over 100 countries to develop highly specified solutions that enable customers to bring world-changing innovations to their end markets.

Primary Responsibilities

1. Quickly identify the customer's need and/or business opportunity to direct them to the correct department or sales group within the company by applying sales skills to provide exceptional service.
2. Develop long-term customer relationships, creating value through proactive account management by understanding and meeting the customers' business needs.
3. Establish and record buying trends and purchasing criteria for assigned accounts.
4. Make 30-50 outbound calls per day.
5. Proficiency in English and Afrikaans.
6. Record all customer conversations in CRM.
7. Meet the targeted levels of customer meetings (telephone meetings).
8. Manage sales at existing accounts and develop new business.
9. Ensure customers view H.B. Fuller as a partner by providing professional sales representation and excellent service.
10. Engage in technical discussions to determine requirements and expectations, effectively exploring product and service solutions.
11. Influence and gain alignment with both external and internal key decision makers and influencers at all levels of an organization.
12. Identify, develop, and close new business using tools such as LinkedIn, including cold calling, market research, and lead sourcing.
13. Determine business requirements and expectations through verbal and written communication.
14. Develop, enter, and update opportunity process in CRM.
15. Partner with H.B. Fuller Account Managers to ensure closure of new business, including pricing recommendations and contact development.
16. Coordinate customer site visits to run line trials and/or audits.
17. Follow a structured discovery process, collecting relevant customer information that supports a potential sale.
18. Confidently deliver critical information to customers by contextualizing it to their specific needs in various mediums: in-person and remote.
19. Acknowledge and defer price-based conversations, ensuring that customers understand value before discussing financial terms.
20. Link offerings to organizational-level goals and limit interactions to stakeholders willing to share information.
21. Utilize a standardized commercial approach and avoid misconceptions about the customer's business model or industry.
22. Use analytical tools in daily activities, such as SFDC, FLIP, and Power BI.
23. Leverage digital systems for prospecting and nurturing relationships.
24. Demonstrate confidence in discussing key applications, substrates, equipment processes, and H.B. Fuller products and services.

Minimum Requirements

1. Bachelor's degree in a technical/mechanical or marketing field (or equivalent experience).
2. 0-2 years of professional sales experience, directly managing and supporting accounts and multiple technical product lines/families.
3. Preferably in the industrial chemical industry.

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.