Geographic Sales Manager

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.

Position Title: Geographic Sales Manager

Location: Remote, USA

Position Overview
The Geographic Sales Manager (GSM) is responsible for managing a team of indirect channel partners selling adhesives and sealants for the construction of windows and doors across Eastern North America. Reporting directly to the Director of America's Glass, the GSM’s purpose is to create a competitive advantage for H.B. Fuller by enabling the sales team to operate at their full potential. The GSM will lead efforts to retain and grow H.B. Fuller's market share and customer base in the region, ensuring that annual sales and profit targets are met. This role requires a subject matter expert in H.B. Fuller's sales processes and value selling, with a focus on coaching and developing the sales team while ensuring alignment with business goals.

Primary Responsibilities

• Market Growth and Retention: Lead efforts to grow H.B. Fuller's market share and retain key customers in Eastern North America, specifically within the windows and doors construction market.
• Sales Leadership: Coach, manage, and develop a team of indirect channel partners to consistently meet and exceed annual sales goals, improve customer satisfaction, and drive loyalty.
• Budget and Target Achievement: Accountable for achieving annual sales and profit targets, collaborating with the Director of America's Glass to align regional strategies with overall business goals.
• Sales Process Implementation: Lead the application of H.B. Fuller's sales methodologies and best practices across the team, ensuring that value selling principles are consistently followed. Use tools like SalesForce.com for pipeline management, opportunity tracking, and forecasting.
• Pricing Strategy Compliance: Ensure that pricing is consistently aligned with business unit policies, balancing competitive positioning with profit margins. Monitor customer contracts to ensure profitability and pricing accuracy.
• Customer Engagement: Act as a subject matter expert in understanding customer needs, anticipating challenges, and delivering tailored solutions. Work with the sales team to build strong, long-lasting relationships with customers in the windows and doors sector.
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