Sales Professional

2 weeks ago

Navi Mumbai Maharashtra, 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.

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

**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 at 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

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