Automotive Account Manager - Adhesives and Sealants

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.

H.B. Fuller’s Engineering Adhesives segment develops adhesive solutions for the automotive and aerospace, wood and composite, electronics and energy, glass, durable assembly, and bus, truck, rail and recreational vehicle industries. As these dynamic markets continue to change, and consumers demand lighter, safer, greener and more reliable products, we partner with our customers to deliver highly engineered solutions.

The Automotive Account Manager – Adhesives and Sealants position drives H.B. Fuller’s commercial goals by anticipating and meeting the needs of current customers and by prospecting and developing new customers. This individual develops and owns a strategic plan for own accounts and drives the execution of the plan through expert communication, coordination of activities and influence of indirect resources.

Remote - Ideally based in Detroit Metro or in the Midwest

Primary Responsibilities

• Develops sales funnel for future growth opportunities at existing and new customers

• Drives and delivers H.B. Fuller’s commercial goals, optimizing share, price and profitability

• Consistently applies sales process and use of all sales tools. Including working cross functionally across departments (R&D, Operations, Customer Service)   

• 20% of time focused on growth (larger opportunities and prospecting new customers)

• Focused on diversification of automotive core customer base

Accountability

• Devise short and long-term strategies for account growth, profitability, and risk management

• Accountable for delivering annual business results aligned with business plan, sales, CM and volume

• Negotiates pricing and margin (aligned with the business) using value selling and the flip pricing tool to capture the optimum price and margin for H.B. Fuller

• Monthly Reviews with management

Customer Focus

• Drive customer intimacy by delivering H.B. Fuller’s value proposition tailored to meet the needs of the customer

• Expected to fully understand customers adhesive strategy and uncover ways to expand our partnership and support.

• Promote, quantify and expertly sell value, which differentiates H.B. Fuller in the market and adds value to our customers

• Consistently deliver value to our customers to realize customer …