Sales Professional I Job at H.B. Fuller (Pune)

Job Description

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 2024 revenue of $3.6 billion, our mission to Connect What Matters is brought to life by more than 7,500 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. Learn more at www.hbfuller.com.

Job Responsibility

Deliver territory and business results by retaining current business in the defined territory (70% of time) and developing new business opportunities (30% of time)
Consistently apply the HB Fuller sales excellence process and use of all sales tools (SFDC)
Develop a sales funnel for future growth opportunities
Delivering annual business results, aligned with business plan, sales, CM and volume
Focus effort on delivering growth and maintain existing business to deliver plan and targets
Negotiate pricing and margin (aligned with the business) using value selling and the flip pricing tool
Drive customer intimacy by delivering HBF’s value proposition tailored to the needs of the customer
Promote, quantify and expertly sell value, differentiating H.B. Fuller by adding value to our customers
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 H.B. Fuller products and technology, 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 H.B. Fuller sales process
Identify, develop and close new business opportunities and communicate forecasting needs to the business
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
Promote H.B. Fuller products and technologies to optimize profitability
Manage T&E expenses to budget
Provide voice of the customer feedback into the organization
Promote and sell innovative H.B. Fuller technologies that create competitive advantage and optimize value for customers
Adapt easily to a dynamic environment and maintain high levels of motivation and engagement
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
Basic knowledge of contracting legislation

Requirements

Deliver territory and business results by retaining current business in the defined territory (70% of time) and developing new business opportunities (30% of time)
Consistently apply the HB Fuller sales excellence process and use of all sales tools (SFDC)
Develop a sales funnel for future growth opportunities
Delivering annual business results, aligned with business plan, sales, CM and volume
Focus effort on delivering growth and maintain existing business to deliver plan and targets
Negotiate pricing and margin (aligned with the business) using value selling and the flip pricing tool
Drive customer intimacy by delivering HBF’s value proposition tailored to the needs of the customer
Promote, quantify and expertly sell value, differentiating H.B. Fuller by adding value to our customers
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 H.B. Fuller products and technology, 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 H.B. Fuller sales process
Identify, develop and close new business opportunities and communicate forecasting needs to the business
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
Promote H.B. Fuller products and technologies to optimize profitability
Manage T&E expenses to budget
Provide voice of the customer feedback into the organization
Promote and sell innovative H.B. Fuller technologies that create competitive advantage and optimize value for customers
Adapt easily to a dynamic environment and maintain high levels of motivation and engagement
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
Basic knowledge of contracting legislation

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