[Hiring] Strategic Account Manager @H.B. Fuller

Role Description

The Strategic Account Manager serves as the primary commercial contact and trusted partner for assigned regional strategic accounts. This role is responsible for developing and executing account strategies that drive profitable growth, strengthen customer relationships, and deliver H.B. Fuller’s value proposition. Managing a portfolio of medium-complexity accounts, the Strategic Account Manager identifies growth opportunities, optimizes share and profitability, and collaborates across functions to meet customer and business objectives.

Primary Responsibilities

• Develop and execute short- and long-term strategic account plans to defend, retain, and grow assigned accounts.
• Achieve annual sales, volume, and contribution margin targets aligned with business objectives.
• Identify, develop, and manage a sales funnel to drive future growth opportunities.
• Build strong relationships with procurement, technical, production, and other customer stakeholders.
• Lead pricing and commercial negotiations using value-based selling principles and pricing tools.
• Promote and quantify H.B. Fuller’s value proposition to differentiate solutions and strengthen customer loyalty.
• Coordinate internal resources, including technical, R&D, customer service, and supply chain teams, to support customer success.
• Anticipate customer needs through a deep understanding of customer strategies, markets, and industry trends.
• Allocate approximately 20-30% of time to prospecting and new business development opportunities.
• Maintain accurate customer, opportunity, and account information within Salesforce.com and other sales systems.

Qualifications

• Bachelor’s degree in Chemistry, Engineering, Marketing, Business, or a related technical field.
• Minimum 6 years of industrial sales experience; technical or marketing experience may be considered.
• Experience managing strategic, regional, or key customer accounts in a B2B environment.
• Demonstrated success achieving sales growth, profitability, and customer retention objectives.
• Experience negotiating commercial agreements and pricing with procurement and business stakeholders.
• Proficiency using CRM platforms such as Salesforce.com and sales planning tools.
• Valid driver’s license and ability to travel extensively within the assigned territory.
• Authorized to work in the country where the position is located.

Preferred Requirements

• Experience within adhesives, chemicals, manufacturing, packaging, or related industrial markets.
• Strong understanding of value-based selling methodologies and strategic account management practices.
• Experience working with cross-functional teams including R&D, Technical Service, Operations, and Supply Chain.
• Ability to support customer trials, troubleshoot technical product applications, and interpret process parameters.
• Knowledge of market trends, raw material dynamics, and supply chain impacts affecting industrial customers.

Company Description

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.

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.