Strategic Account Manager - Medical

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.

Strategic Account Manager - Medical

Location: USA remote

The Strategic Account Manager is responsible for promoting and selling H.B. Fuller’s Histoacryl and SurgiSeal Topical Skin Adhesives, FloraSeal Microbial Sealant and B Braun Surgical Sutures to Hospitals, Surgery Centers and other healthcare settings in the United States. They are to drive H.B. Fuller’s commercial goals by anticipating and meeting the needs of the customer. They are to develop and own a strategic plan for assigned territory and drive the execution of the plan through expert communication, coordination of activities and influence of direct resources. They are to manage, maintain and grow assigned territory and is accountable for delivering results in line with the targets agreed with the lone manager at the beginning of the performance year. Consistently drives the commercial goals, optimizing share, price and profitability. Anticipates and meets the needs of the customer and consistently applies sales process and use of all sales using Salesforce.com; Develop a sales funnel for growth opportunities. 

This individual will be involved in a variety of activities to support growth initiatives and prevent erosion, including but not limited to: 

• Presents and demonstrates H.B. Fuller products to surgeons, hospital administrators and other healthcare professionals by clearly articulating features, benefits, and application. 
• Effectively prospect by initiating contact with prospective buyers to introduce products, discuss their needs and convert into sales.
• Effectively maintain, nurture, and grow existing accounts by frequent contact, business reviews and personalized service. 
• Strategically manage assigned territories to maximize sales potential and effectively maintain and grow a pipeline for assigned territory.
• 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.
• Increases listening skills through practice; asks clarifying questions for increased understanding. Restates and accurately summarizes key messages.
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