Sales Professional

3 weeks ago

Satara, India H.B. Fuller Full time

H.B. Fuller is a leading global adhesives provider focusing on perfecting adhesives, sealants and other specialty chemicals across all industries throughout the world. While our products are virtually invisible, they play a vital role in ensuring the quality of modern life and we are committed to connecting what matters to solve some of the world's biggest adhesion challenges.

**PRIMARY DUTIES**:
CORE COMPETENCIES
- Accountability for results
- Customer focused - creating value.
- Demonstrates functional excellence.
- Demonstrates business acumen.
- Embraces change and innovation.

ACCOUNTABILITY FOR RESULTS
- 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 and the flip pricing tool to capture the optimum price and margin for HBF

CUSTOMER FOCUSED - CREATING VALUE
- Drive customer intimacy by delivering HBF’s value proposition tailored to meet the needs of the customer.
- Promote, quantify and expertly sell value, which differentiates HBF in the market and adds value to our customers.
- Consistently deliver value to our customers to realize customer loyalty and minimize erosion.
- Promote and sell latest HBF products and technology thereby enhancing our position in the market as an innovative leader
- Begin to 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

DEMONSTRATES FUNCTIONAL EXCELLENCE
- Consistently manage activities to ensure all EHS requirements are followed.
- Independently technically support the customer for standard needs, including running a product demonstration
- Identify, develop and close new business opportunities and communicate forecasting needs to the business
- Intimately know the territory/industry, including developing new business pipeline
- 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.
- Understands competitive landscape and how to position HBF for advantage

DEMONSTRATES BUSINESS ACUMEN
- Implement business pricing strategy based on business guidelines, expertly delivers price increases thereby enabling prices to stick
- Promote HBF products and technologies to optimize profitability.
- Allocate own resources in a planned and consistent way with the business strategy.
- Manage impact on profitability from terms and conditions, supply chain, days outstanding and other aspects.
- Manage T&E expenses to budget.

EMBRACES CHANGE AND INNOVATION
- Provide voice of the customer feedback into the organization
- Promote and sell innovative HBF technologies that create competitive advantage and optimize value for customers.
- Adapt easily to a dynamic environment and maintain high levels of motivation and engagement.

**SALES COMPETENCIES & BEHAVIORS**:

- Negotiating: Negotiates more complex situations within and outside of the organization. Thoughtfully develops creative solutions that satisfy all parties.
- Growing a sales territory: A solid understanding of business, financials, products/services, the market and the needs of assigned accounts; may help to develop colleagues' understanding of business and other development needs.
- Presenting: Comfortably presents to a broad and diverse group, maintaining group focus and appropriately responds to unrehearsed questions. Progresses agenda.
- Communicating: Delivers accurate, clear, and concise messages. Presents an open persona that encourages even the most reluctant person to express his/her views. Demonstrates the ability to recognize when others are having difficulty understanding his/her messages and adapts style appropriately.
- Prospecting: Applies effective techniques, promptly establishes connection with key contacts at new prospects with relevant messaging, assesses needs / interest and prioritizes in own pipeline activity.
- Being a team player: Seeks to work with teams. Encourages people with opposing viewpoints to express their thoughts. Assumes accountability for team goals.

**KNOWLEDGE**:

- Technical knowledge of products & services
- Applies problem-solving skills using technical knowledge, and is able to independently, technically support customer.
- Sales Process & Sales Tools
- Creates advantage through deep understanding of customer needs and accelerates sales process by selecting the right opportunities.
- Trends in market & industry
- Has a broad understanding of markets and industry, and frequently weaves knowledge into conversations with customers.
- Supply chain
- Is able to optimizes offer for the customer and HBF by creatively using supply chain knowledge.
- Able to recommend basic improvem

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