Strategic Account Manager

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 2024 revenue of $3.6 billion, our mission to Connect What Matters is brought to life by more than 7,500 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. Learn more at www.hbfuller.com.

The Strategic Account Manager develops new Polymer business and grows existing accounts in the Western U.S. This role serves as the single point of contact for customers, driving H.B. Fuller's commercial goals by anticipating and meeting customer needs. Responsible for large, multi-regional accounts with complex headquarters and a revenue band of at least $20MM.

Candidate must reside in California or the Western US - No relocation available for this position.

Primary Responsibilities

• Develop and execute strategic plans for assigned Polymer accounts
• Drive and deliver HBF's commercial goals, optimizing share, price, and profitability
• Anticipate and meet customer needs through expert communication and coordination
• Apply sales processes and tools consistently (e.g., Salesforce, FLIP pricing tool)
• Focus 60% of time on growth and larger opportunities
• Negotiate pricing and margin using value selling techniques
• Own and manage the contact matrix for internal and external stakeholders
• Promote and quantify HBF's value proposition to customers
• Prospect for new strategic accounts (minimum 20% of time)
• Collaborate cross-functionally to align HBF resources with customer priorities

Minimum Requirements

• Bachelor's degree in technical/mechanical, marketing, or chemistry-related field
• At least 7 years of industrial sales experience (may consider marketing or technical experience with 3+ years in strategic sales)
• Proven history of consistent performance at or above expectations
• Valid driver's license and willingness to travel up to 50%
• Must reside in California or the Western U.S.

Preferred Requirements

• Previous knowledge of Polymers
• Experience managing large, complex accounts
• Familiarity with Salesforce.com and FLIP pricing tool
• Strong business acumen and ability to optimize products, price, and service
• Ability to run line trials and provide technical troubleshooting in coordination with R&D and Quality teams

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

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, 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.