Automotive Account Manager - Adhesives and Sealant

at H B FULLER CO. in Aurora, Illinois, United States

Job Description

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 2023 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 140countries to develop highly specified solutions that enable customers to bring world-changing innovations to their end markets.

H.B. Fuller's Engineering Adhesives segment develops adhesive solutions for the automotive and aerospace, wood and composite, electronics and energy, glass, durable assembly, and bus, truck, rail and recreational vehicle industries. As these dynamic markets continue to change, and consumers demand lighter, safer, greener and more reliable products, we partner with our customers to deliver highly engineered solutions.

The Automotive Account Manager - Adhesives and Sealants position drives H.B. Fuller's commercial goals by anticipating and meeting the needs of current customers and by prospecting and developing new customers. This individual develops and owns a strategic plan for own accounts and drives the execution of the plan through expert communication, coordination of activities and influence of indirect resources.

Remote - Ideally based in Detroit Metro or in the Midwest

Primary Responsibilities

Develops sales funnel for future growth opportunities at existing and new customers

Drives and delivers H.B. Fuller's commercial goals, optimizing share, price and profitability

Consistently applies sales process and use of all sales tools. Including working cross functionally across departments (R&D, Operations, Customer Service)

20% of time focused on growth (larger opportunities and prospecting new customers)

Focused on diversification of automotive core customer base

Accountability

Devise short and long-term strategies for account growth, profitability, and risk management

Accountable for delivering annual business results aligned with business plan, sales, CM and volume

Negotiates pricing and margin (aligned with the business) using value selling and the flip pricing tool to capture the optimum price and margin for H.B. Fuller

Monthly Reviews with management

Customer Focus

Drive customer intimacy by delivering H.B. Fuller's value proposition tailored to meet the needs of the customer

Expected to fully understand customers adhesive strategy and uncover ways to expand our partnership and support.

Promote, quantify and expertly sell value, which differentiates H.B. Fuller in the market and adds value to our customers

Consistently deliver value to our customers to realize customer loyalty and minimize erosion

Provide insight to the customer through expert application of skills and knowledge

Demonstrates the ability to teach the customer on current market trends and issues, and is able to be a strategic partner to our customers on key issues such as industry and raw material trends

Sales Competencies and Behaviors

Skilled negotiator: Negotiates effectively, understanding both customer and company needs for mutually beneficial outcomes

Portfolio management: Oversees segment-specific, regional strategic accounts, allocating time effectively for optimal results. Identifies growth opportunities and aligns resources to meet customer priorities.

Strategic innovation: Develops own strategic plans with thorough research and identifies opportunities. Engages primarily with procurement (HQ) and technical/production contacts. Integrates H.B. Fuller innovation goals into customer plans.

Presenting: An effective presenter for simple and complex topics in a variety of settings, both inside and outside the organization.

Questioning & Listening: Increases listening skills through practice; asks clarifying questions for increased understanding. Restates or summarizes the message accurately.

Effective communication: Delivers clear, accurate messages orally or in writing to inform individuals or groups, adapting to ensure understanding.

Prospecting: Allocates 20% of time prospecting. Always working on opportunity to acquire new strategic accounts

Promotes teamwork: Utilizes effective influence management to maximize individual and team performance.

Knowledge

Customer Knowledge: Understands customer's business and strategy, aligning with H.B. Fuller's offerings.

Products & Value: Tailors support to customer needs, agrees on quantified value goals.

Sales Process & Tools: Utilizes... For full info follow application link.

H.B. Fuller is an Equal Opportunity Employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran, or disability status.