What are the responsibilities and job description for the Account Manager - Rigid Packaging position at H.B. Fuller?
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 140 countries to develop highly specified solutions that enable customers to bring world-changing innovations to their end markets.
The Account Manager – Rigid Packaging is expected to grow and retain H.B. Fuller's market share and customer base in key market segments while achieving profit sales targets with a new business focus. The Account Manager’s responsibilities include an ability to communicate and influence at all levels, technically competent and independently able to manage demonstrations and technical problem-solving. The individual in this roll will focus on growth, optimize price and profitability, deliver results.
Territory – Tennessee and Kentucky
Ideal candidate will be based in the territory
Primary Responsibilities
Accountable for delivering annual business results, aligned with business plan, sales, CM and volume Growth – focuses effort on delivering growth and maintains existing business to deliver plan Negotiates pricing and margin (aligned with the business) using value selling to capture the optimum price and margin for H.B. Fuller
Identify, develop and close new business opportunities and communicate forecasting needs to the business and 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
Drive customer intimacy by delivering H.B. Fuller’s value proposition tailored to meet the needs of the customer and promote, quantify and expertly sell value, which differentiates H.B. Fuller in the market and adds value to our customers
Provide insight to the customer through expert application of knowledge in the industry Anticipate current and future needs of the customer through deep understanding of the customer’s business
Demonstrate 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 raw material trends
Consistently manage activities to ensure all EHS requirements are followed and leverage all sales processes, including salesforce.com, consistently applies the H.B. Fuller sales process
Independently technically support the customer for standard needs, including running a product demonstration
Manage T&E expenses to budget
Provide voice of the customer feedback into the organization and promote and sell innovative H.B. Fuller technologies that create competitive advantage and optimize value for customers
Comfortably presents to a broad and diverse group, maintaining group focus and appropriately responds to unrehearsed questions and delivers accurate, clear, and concise messages.
Applies effective techniques, promptly establishes connection with key contacts at new prospects with relevant messaging, assesses needs and interest and prioritizes in own pipeline activity.
Technical knowledge of products & services and applies problem-solving skills using technical knowledge, can independently, technically support customer
Has broad working knowledge of multiple substrates with advantages and disadvantages of each
Minimum Requirements
4-year college degree OR 5 years of adhesives or packaging sales experience
Mechanical aptitude
Valid driver’s license and ability to travel up to 40%
Ability to lift 40 pounds
Able to work in a manufacturing plant including standing, lifting and working on packaging equipment
Preferred Requirements
4-year college technical degree; mechanical, chemistry, business or packaging
Adhesives and packaging sales experience
This position is not eligible for work visa sponsorship. Applicants must have U.S. work authorization that does not now or in the future require H.B. Fuller sponsorship of a work visa to work for H.B. Fuller.
Pay is based on several factors including but not limited to education, work experience, certifications, and geographic location.
The salary for this role is $90,000 - $105,000 base salary.
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.
Salary : $90,000 - $105,000
