Sales Professional

2 days ago

Satara, India H.B. Fuller Full time

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 140 countries to develop highly specified solutions that enable customers to bring world-changing innovations to their end markets.

**Key Metric Options (agreed annually)**

Territory Sales/business development

Contribution Margin

Volume

Price

Win / Loss Ratio

% time on new business development, maintenance, training

PRIMARY DUTIES

CORE COMPETENCIES
- Accountability for results
- Customer focused - creating value
- Demonstrates functional excellence
- Demonstrates business acumen
- Embraces change and innovation
- Strong technical & concept selling skills

ACCOUNTABILITY FOR RESULTS
- Sales professional is 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
- Anticipate current and future needs of the customer through deep understanding of the customer’s business
- Promote and sell latest HBF products and technology thereby enhancing our position in the market as an innovative leader

DEMONSTRATES FUNCTIONAL EXCELLENCE
- Consistently manage activities to ensure all EHS requirements are followed
- Demonstrates ability to 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
- Demonstrates ability to understand 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 skillfully in more difficult situations; understands the needs of the customer and incorporates that knowledge. Gains trust quickly from key contacts at the customer.
- Growing a sales territory: Developing an understanding of business, financials, products/services, the market and specific needs of assigned territory/accounts.
- 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 and accurately summarizes key messages.
- Communicating: Consistently delivers timely, accurate and concise messages orally and/or in writing to effectively inform an individual or group. Adapts style to the needs of individuals or groups to ensure his/her message is understood.
- Being a team player: Willingness to take on additional responsibilities to facilitate the achievement of individual and team goals. Invites and builds upon the ideas of others.

**KNOWLEDGE**:

- **Strong footprints in process industries like steel, Cement, Refinery and petrochemical industry.**:

- ** Strong knowledge of MRO range of products like coating, epoxy grouting, Anaerobic & Cyanoacrylates adhesives, PU Foams, sealant, conveyor belt compound etc.**:

- ** Robust passion to develop business from scratch.**
- ** Sales Process & Sales

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