We, at H.B. Fuller embrace a shared set of beliefs and competencies that direct the way we operate and express our fundamental principles about how we will achieve success. We strive to hire talent that demonstrates our beliefs and our competencies.
The Key Account Manager position is expected to grow and retain HB Fuller's market share and customer base in key market segments while achieving profit sales targets. The Key Account Manager is expected to manage, maintain and grow own territory and is accountable for delivering results. I also consistently apply sales process and use of all sales tools; and develop sales funnel for future growth opportunities.
Accountable for delivering annual business results, aligned with business plan, sales, CM and volume
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.
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
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.
Provide timely monthly reports and all necessary internal/external communication, and collaboration with other stakeholders
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.
Developing an understanding of business, financials, products/services, the market and specific needs of assigned territory/accounts.
An effective presenter for simple and complex topics in a variety of settings, both inside and outside the organization.
Increases listening skills through practice; asks clarifying questions for increased understanding. Restates and accurately summarizes key messages.
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.
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.
Willingness to take on additional responsibilities to facilitate the achievement of individual and team goals. Invites and builds upon the ideas of others.
Technical knowledge of products & services required for MRO applications.
Strong footprints in process industries like steel, Cement, Refinery and petrochemical industry. Strong Network in General industry market- Pumps & compressors OEMs, Automotive after Market and Retail market.
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.
Consistent user of salesforce.com and FLIP pricing tool
Applies sales process in every new and existing business opportunitY.
Building a working knowledge of markets and industry, and leverages to enhance opportunities and acceleration of the sales process
Familiar with location of company plants and understands impact of supply chain, and is able to communicate details with customer as required.
Can reliably select best products based on substrate requirements and business strategy
Able to optimize products and price to increase value for HBF.
None, External employees (need based)
SCOPE OF RESPONSIBILITY
Manages territory and develops new business opportunities. New business activity represents 70% of time.
4 year engineering college degree, with a chemical/mechanical stream is preferred
Up to 7-8 years of relevant sales experience (industrial consumables experience preferred - must have handled MRO range of products like welding electrode, Specialty lubricant & greases, Coating, epoxy , Putties & Anerobics adhesives )
Must have a valid driver’s license and be willing to travel.
Travel time depends on size/geography of the territory.
Chennai, Maharashtra, India