Automotive Account Manager - Detroit, United States - HB Fuller

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 and FLIP pricing tool consistently, invests time in meeting needs.
• Market & Industry Trends: Builds knowledge of markets and industry, leverages for sales enhancement.
• Supply Chain & Customer Service: Understands impact on supply chain, incorporates into deals.
• Business Acumen: Optimizes products, price, and service for customer value and H.B. Fuller profit.
• Technical Knowledge: Conducts line trials, provides technical support aligned with R&D.
• Basic Legal Knowledge: Familiar with essential legal aspects.

Minimum Requirements

• 3 years industrial sales experience; will consider marketing or technical experience as an alternative
• Experience proactively working with customers to exceed their expectations
• Ability to work independently and get up to speed quickly with technical information
• Excellent communication skills
• Valid driver's license
• Travel up to 50% (based on location)
• Ability to lift and carry up to 50 lbs

Preferred Qualifications

• 4 year college degree, with a preference for technical/mechanical or marketing
• 5 years of industrial sales experience; will consider marketing or technical experience as an alternative
• Automotive industry experience
• Adhesives or Sealants experience
• Ideal candidate will be based in Detroit, MI or in the Midwest

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.