Sales Professional I

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: Pune

POSITION OVERVIEW

The Sales professional located at Indore to be
A strong techno-commercial adhesive domain-based professional expected to grow, protect and nurture H.B. Fuller's existing and untapped market share in Madhya Pradesh for Mobility segment by enhancing existing/ increasing new customer base in the above identified market segments & achieving / surpassing profitability targets.

Accountable for delivering annual business results, aligned with business plan, sales, CM for Mobility primarily in the Automotive and Transportation end markets for Madhya Pradesh. Key end markets in Madhya Pradesh include Automotive (Cars, Two Wheelers, Tier I and IIs), Buses, Trucks, Railway and Metro, Tractors, Refrigerated Vehicles, Construction Equipment's, Fastener Coating sector amongst others.

Needing high agility and engagement, this position would create and grow new untapped OEM and key account opportunities, work cross functionally with the company’s Indian and Global stakeholders, consistently apply sales processes and sales tools to develop sales funnel and convert into sustainable growth opportunities

Primary Responsibilities

CORE COMPETENCIES
 
Accountability for results 

Customer focused – creating value

Demonstrates functional excellence

Demonstrates business acumen

Embraces change and innovation

Strong technical & concept selling skills
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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 identify 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

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

Leverage all sales processes, including salesforce.com, consistently applies the HBF sales process

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. Adapt style to the needs of individuals or groups to ensure his/her message is understood.

Prospecting: Creative in finding new sources of business and applying latest techniques for cultivating customer leads and is consistent in applying the agreed amount of prospecting time and effort. Real Win Worth drives prioritization.

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. 

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TECHNICAL KNOWLEDGE

Technical knowledge of products & services required for the above market segments.
Strong knowledge of products like PU (Single & 2 component), Silicones, Epoxies, Methyl Methacrylate’s (MMA), Preapplied, Anaerobic & Cyanoacrylates adhesives, PU Foams, Hotmelts, Acrylics,

Robust passion to 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
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 is able to 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
 

EMPLOYEES SUPERVISED
None, External employees (need based)

SCOPE OF RESPONSIBILITY
·Manages territory (Mainly MP, Chhattisgarh) and develops new business opportunities. New business activity represents ~70% of time.

Minimum Requirements
 
4 year engineering college degree, with a chemical/mechanical stream is preferred

Minimum 5 to 7 years of relevant sales experience (industrial consumables experience preferred - must have handled Adhesives, Sealants, Specialty lubricants & Specialty chemicals)

Must have a valid driver’s license and be willing to travel.

Travel time depends on size/geography of the territory

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.