Manager II, Sales

2 months ago

Chennai, 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

Profitably grows market share through acquiring new business at new

customers and new applications at existing accounts

Meets annual budget growth objectives by closing qualified

new business opportunities

Maintains a healthy new business pipeline of new opportunities

in line with the annual growth plans

Skillfully utilizes the HB Fuller sales process to find, qualify

and close new business.

Sells at optimum value and margin to meet agreed profit targets. Maintain business in existing accountsDevelop trusting and productive relationship with the key decision makers in the account. Can develop relationship maps and maintain in SFDC under contact records.Understands market trends and offers solutions to customer’s ensuring expectations are met.Collaborating with the customers to review the business performance during formal business review meetings.Gathers business intelligence to understand possible threats and mitigates the same.Collaborating with global team/s especially tobacco to grow and maintain tobacco sector business within HB Fuller.Manages activities related to identifying new business opportunities:Is technically independent and competent enough to manage running own technical demonstrations- and able to produce technical reports.Manages own time by focusing efforts on the blue-chip opportunities.“Opens the door” at potential customers, develops and explains the H.B. Fuller value proposition.Helps customers to select appropriate products for various applications. Ensures customers are fully aware of value delivered.Evaluates and establishes relationships with potential partners, such as application equipment providers, OEMs, Industry associations to achieve a deeper market penetration.Evaluates customer requirements within the overall context of the market, i.e., applicability of similar products and projects for other customers.Support opportunities related to regular business and support successful closureDevelop and improve value offeringCapture customer requirements (VOC) and help translate them into value propositionsCollect data supporting value propositions at customers Monitor and document the offered values in continued businessEnsures customer projects are on time and on budget.Work on Product Portfolio:Manage product program in the segment and define the GOTO product portfolioCompletes detailed customer requirements with appropriate business to ensure understanding of requirements and CTQ’s as necessary for R&D / Technical Service Capture trends from industry and translate them into new product or service developments and innovative offerings. Propose and lead suggested price positioning in the segment in cooperation with business manager. Support product complexity reduction exercise lead by Marketing.Interaction and communication with internal stakeholdersSeeks input from all relevant business colleagues in India and Globally to develop segment strategy Partners with all stakeholders to establish priorities, service levels and deliverablesProvides, summarizes, analyses and processes relevant customer and market information using SFDC and other information sourcesCoaches and influences senior sales colleaguesPartners with Marketing, Technical Department and R&D to ensure voice of the customer is received and acknowledged in the HBF R&D pipeline and all related internal support.Provides supporting resources & intelligence to sales teams to respond to customer’s requestsExpertly communicates across the business on all internal and external activities, in line with the strategic plan. Provides regular updates to all stakeholdersIs aware of the forecasting

Partners with an expert colleague from the Technical Department on specific issues

EMPLOYEES SUPERVISED

None, External employees (need based)

SCOPE OF RESPONSIBILITY

·Manages and Leads this segment and develops new business opportunities. New business activity represents ~80% of time.

Minimum Requirements

Bachelor’s in Engineering (B.E / B. Tech) with a Master’s degree (MBA) in Business / Marketing (or equivalent through experience)Total experience of minimum 15 years’ experience in sales, business development and specification development experience for building businesses from scratch with exposure to Indian aerospace industryMinimum 5+ years’ experience in sales and marketing of adhesives and knowledge of most major adhesive technologies is highly preferredLanguages to be known include English, Hindi. South Indian languages knowledge will be an additional advantageProven track record of successful market development with a minimum of 5 years technical sales experienceStrong driver for results and success. Shows passion for the role.Expert in the value selling processOutstanding commercial and communication skills at all levels of contacts: Executive, Middle Management, Production floorUnderstanding of basic financial metrics such as Operating Profit, Margins and Working CapitalStrong oral, presentation, and written communication skills to influence internal and external stakeholders locally and globallyGood analysis capabilities linked to good strategical thinking skillsSignificant industry standing. Considered an expert in technical AdhesivesExcellent listening skillsStrong technical skillsExcellent computer literacyAbility to work in a team with different cultures and nationalitiesAbility to lead, influence and motivate the internal cross functional team to achieve business goalsIntimate knowledge of the support functionsAbility to work in a fast and changing environmentDisciplined work approach with good reporting skillsHigh ethical standards – must meet HBF Minimum

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