Strategic Account 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 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.

The Strategic Account Manager serves as the single point of contact for assigned customers, driving H.B. Fuller’s commercial goals by anticipating and fulfilling customer needs. This role manages large regional accounts with low-complexity purchasing processes and is responsible for delivering growth, profitability, and customer satisfaction. The position requires strong strategic planning, negotiation, and relationship management skills. Fluency in English is required.

Primary Responsibilities

• Develop and execute strategic account plans to grow revenue and manage risk.
• Build and maintain a sales pipeline focused on future growth opportunities.
• Deliver commercial targets by optimizing share, pricing, and profitability.
• Negotiate pricing and margins using value-based selling tools.
• Apply the full sales process and tools (e.g., Salesforce.com, FLIP) consistently.
• Promote and quantify value-added solutions tailored to customer needs.
• Foster customer loyalty and minimize account erosion through consistent value delivery.
• Collaborate with internal teams to align resources with customer priorities.
• Maintain a contact matrix to ensure stakeholder alignment.
• Dedicate at least 20% of time to prospecting and acquiring new strategic accounts.

Minimum Requirements

• At least 5 years of industrial sales experience (marketing or technical experience may be considered).
• Bachelor’s degree in chemistry or chemistry engineer.
• Valid driver’s license and willingness to travel.
• Ability to lift and carry up to 50 lbs / 25 kg.
• Strong communication, negotiation, and presentation skills.
• Proficiency in using CRM and sales tools.
• Fluent in English (spoken and written).

Preferred Requirements

• Experience managing large regional or multi-site accounts.
• Familiarity with value-based selling and reverse pricing tools.
• Knowledge of supply chain and customer service processes.
• Technical knowledge to support customer trials and troubleshooting.
• Understanding of market and industry trends.

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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.