![H.B. Fuller](https://media.trabajo.org/img/noimg.jpg)
Business Unit Manager Flexibles
2 weeks ago
SALES COMPETENCIES & BEHAVIORS
Negotiating: Master negotiator and is sought out by others within the organization to handle or advise the most complex customer situations. Consistently negotiates solutions with maximum value for customer and HBF.Managing a portfolio: Manages fewer, but larger strategic, customers. Service levels are agreed and maintained per direction of the strategic account manager.Demonstrating strategic intent / Being Innovative: Engages the customer in the development of strategic plans with customer buy-in for implementation. Contacts are senior leaders inside the customer and HBF contacts are aligned functionallyPresenting: Expert presenter, who tactfully responds when faced with on-the-spot questions or challenges during or after presentations, and always progresses the agenda and teaches the customer.Questioning / Listening: Accurately assesses underlying causes and/or concerns of customers' through enhanced listening skills; listens for potential using skills of deduction to customers' issues and concerns. Always in the here and now.Communicating: Delivers accurate, clear, and concise messages that inform and frequently persuade audiences to take action. Adapts to the needs of diverse audiences and/or complex situations.Prospecting: Aligns inside resources, including R&D, to longer-term business opportunities inside existing strategic customers.Being a team player: Rallies account teams in delivering action plans for customers. Able to communicate team effort and value back to the customer.
KNOWLEDGE
Customer KnowledgeUnderstands long-term impact of market drivers. Has a long-term view of HBF's opportunity as aligned with customer strategyProducts & ValueOperates as a resource and consultant to the customer in use of products and servicesDelivers agreed value plan with customerSales Process & Sales ToolsExpert user of all sales tools and processes and brings benefit to the customer as a result of this (e.g. usage reports)Seeks to introduce new and better ways to serve the customerTrends in Market & IndustryUses expert knowledge of trends of market and industry to differentiate and teach the customerSupply chain & Customer ServiceHas deep understanding of customer value chain and how HBF impacts the customerSelectively engages experts in supply chain to bring value to customersBusiness AcumenAble to negotiate and have meaningful business conversations at all levels inside customers.Teaches the customer alternatives and helps them to avoid land mine
EMPLOYEES SUPERVISED
Multiple
SCOPE OF RESPONSIBILITY
Large, regional accts, single & multi-site + large-complexity headquarter sites.
Minimum Requirements
4 year college degree, with a preference for technical/mechanical or marketingMinimum of 10 years of industrial sales experience; could consider marketing or technical experience as alternative, with consistent at or above target performanceMust have a valid driver’s license and be willing to travel.Travel time depends on size/geography of the territory.Excellent presentation, communication, and negotiation skillsDemonstrated strategic capabilitiesProven leadership and team building skillsExperience in the adhesives or chemical market or other industrial business to business organizations.Understand how to drive growth & manage complexities.A solid grasp and knowledge of B2B marketing and its tools and how to apply them in the Industrial adhesives marketHave deep understanding of operations.
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