Sales Professional
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 2024 revenue of $3.6 billion, our mission to Connect What Matters is brought to life by more than 7,500 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. Learn more at www.hbfuller.com. Job Title: Sales Professional Location: Chennai Position Overview A strong Hunting acumen adhesive domain-based techno commercial professional to grow, protect and nurture H.B. Fuller's existing and untapped market share by enhancing existing / increasing new customer base / developing new applications in MOBILITY market segment & achieving / surpassing profitability targets. Experience and relationships in handling MOBILITY SBU in the following key end markets o Automotive (All Car and Two Wheeler OEMs + Tier I’s and II’s) o Transportation (Bus, Truck, Railways, Tractors, Refrigerated Vehicles, Marine, Construction Equipment's, Ancillaries and Others) Strong experience and knowledge in major adhesive technologies like Anaerobic, Acrylics, Epoxies, Hotmelts, Polyurethanes, Solvent & Water Based, Silicones amongst others across different applications catering to the above sub segments. Primary Responsibilities: Key Metric Options (agreed annually) New business development Territory Sales Management Contribution Margin Price Win / Loss Ratio % time on new business development, maintenance, training PRIMARY DUTIES CORE COMPETENCIES Result Oriented Technical Adhesive & concept selling skills Hunting mind set – nurture and create from scratch End Customer focused – creating value Demonstrates cross functional excellence Sharp business acumen Embraces change and innovation TECHNICAL KNOWLEDGE Technical knowledge of products & services required for the above market segments. Strong knowledge of products like Anaerobic, Acrylics, Epoxies, Hotmelts, Polyurethanes, MMAs, Cyanoacrylates, Solvent & Water Based, Silicones, Coatings, PU Foams Passion to drive and develop business from scratch. Sales Process & Sales Tools Consistent user of salesforce.com and FLIP pricing tool Applies sales process in every new and existing business opportunity Trends in market & industry & relationship management Building a working knowledge of markets and industry, and leverages to enhance opportunities and acceleration of the sales process Supply chain Familiar with location of company plants and understands impact of supply chain, and can communicate details with customer as required Equipment & application process Able to understand and speak the language of equipment and application processes in conversing with the customer Substrate Can reliably select best products based on substrate requirements and business strategy Business Acumen Able to optimize products and price to increase value for HBF ACCOUNTABILITY FOR RESULTS Accountable for delivering monthly and annual business results, aligned with the business plan of Sales, CM and DSO. Develop and strengthen relationships with internal / external stakeholders and customers to proficiently manage the entire sales cycle, material planning / forecasting, account receivables and identifying new opportunities of growth & value addition A dominant portion of this job would be to execute new market development initiatives, map the market and applications, identify and convert opportunities for share gain, new applications and channels. Further, the candidate needs to independently drive product trials, scale up and troubleshooting A dominant portion of this job would be to execute new market development initiatives, map the market and applications, identify and convert opportunities for share gain, new applications and channels. Further, the candidate needs to independently drive product trials, scale up and troubleshootin EMPLOYEES SUPERVISED None SCOPE OF RESPONSIBILITY · Manages territory and develops new business opportunities. New business activity represents ~80% of time. Minimum Requirements 4-year engineering college degree, with a chemical/mechanical stream is preferred Minimum 7 to 9 years of relevant sales experience (industrial consumables experience preferred - must have handled Adhesives, Sealants, Specialty lubricants & Specialty chemicals) Candidate is preferred from South India territory ·Must have a valid 4-wheeler driver’s license and be willing to travel extensively Travel time depends on size/geography of the territory. Language Proficiency – Fluency in English, Hindi, South Indian languages H.B. Fuller is an Equal Employment Opportunity employer and proud to have created a collaborative culture where employees around the world are seen, heard, and respected. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, or marital status or status as a protected veteran, or any other legally protected classification. H.B. Fuller does not accept unsolicited resumes from recruiters, employment agencies, or staffing firms. To conduct business with H.B. Fuller, a written service agreement must be executed by Human Resources prior to submitting any information relating to a potential candidate. Without a signed service agreement, H.B. Fuller shall not be obligated for payment of any fee or compensation. Apply To This Job