Account Manager - Rigid Packaging

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.

The Account Manager – Rigid Packaging is expected to grow and retain H.B. Fuller's market share and customer base in key market segments while achieving profit sales targets with a new business focus. The Account Manager’s responsibilities include an ability to communicate and influence at all levels, technically competent and independently able to manage demonstrations and technical problem-solving.  The individual in this roll will focus on growth, optimize price and profitability, deliver results.

Territory – Tennessee and Kentucky

Ideal candidate will be based in the territory 

Primary Responsibilities

• 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 to capture the optimum price and margin for H.B. Fuller

• Identify, develop and close new business opportunities and communicate forecasting needs to the business and 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

• Drive customer intimacy by delivering H.B. Fuller’s value proposition tailored to meet the needs of the customer and promote, quantify and expertly sell value, which differentiates H.B. Fuller in the market and adds value to our customers

• Provide insight to the customer through expert application of knowledge in the industry Anticipate current and future needs of the customer through deep understanding of the customer’s business 

• 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

• Consistently manage activities to ensure all EHS requirements are followed and leverage all sales processes, including salesforce.com, consistently applies the H.B. Fuller sales process

• Independently technically support the customer for standard needs, including running a product demonstration

• Manage T&E expenses to budget

• Provide voice of the customer feedback into the organization and promote and sell innovative H.B. Fuller technologies that create competitive advantage and optimize value for customers

• Comfortably presents to a broad and diverse group, maintaining group focus and appropriately responds to unrehearsed questions and delivers accurate, clear, and concise messages.

• Applies effective techniques, promptly establishes connection with key contacts at new prospects with relevant messaging, assesses needs and interest and prioritizes in own pipeline activity.

• Technical knowledge of products & services and applies problem-solving skills using technical knowledge, can independently, technically support customer

• Has broad working knowledge of multiple substrates with advantages and disadvantages of each

Minimum Requirements

• 4-year college degree OR 5 years of adhesives or packaging sales experience

• Mechanical aptitude

• Valid driver’s license and ability to travel up to 40%

• Ability to lift 40 pounds

• Able to work in a manufacturing plant including standing, lifting and working on packaging equipment

Preferred Requirements

• 4-year college technical degree; mechanical, chemistry, business or packaging

• Adhesives and packaging sales experience

This position is not eligible for work visa sponsorship. Applicants must have U.S. work authorization that does not now or in the future require H.B. Fuller sponsorship of a work visa to work for H.B. Fuller.

Pay is based on several factors including but not limited to education, work experience, certifications, and geographic location.

In addition to your salary, H.B. Fuller offers employees a competitive total rewards package including comprehensive benefits, incentive and recognitions programs, health & wellness benefits, 401K contributions, paid time off and paid holidays. Eligibility may vary.

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.