Strategic Account Manager

The Strategic Account Manager serves as the single voice to the customer and is responsible for driving H.B. Fuller's commercial objectives by anticipating and meeting customer needs. This role develops and owns strategic account plans and drives execution through expert communication, coordination, and influence across internal teams.

This position manages large, strategically important accounts, including at least one global customer, with a strong focus on growth, profitability, and long‑term partnership development.

Key Responsibilities

• Develop and own strategic account plans to defend and grow business, optimize profitability, and manage risk
• Serve as the primary point of contact and "one voice to the customer" across all interactions
• Drive H.B. Fuller's commercial goals, including share growth, pricing, and margin optimization
• Build and manage a robust sales funnel to support future growth opportunities
• Lead value‑based pricing and margin negotiations in alignment with business strategy
• Anticipate customer needs and translate insights into growth opportunities
• Consistently apply defined sales processes and utilize all sales tools (e.g., Salesforce.com)
• Allocate approximately 40% of time to growth initiatives and larger opportunity development
• Train and mentor newer sales team members
• Collaborate cross‑functionally with Technical, R&D, Quality, Supply Chain, Customer Service, and Operations teams

Core Competencies

• Accountability
• Customer Focus
• Performance Excellence
• Change Leadership and Calculated Risk‑Taking
• Innovation
• Teamwork

Customer Focus

• Deliver H.B. Fuller's value proposition tailored to each customer
• Promote, quantify, and sell differentiated value to build customer loyalty and minimize erosion
• Build deep customer intimacy through strong business knowledge and insight
• Act as a strategic partner to customers on industry, market, and raw material trends

Performance Excellence & Business Acumen

• Deliver annual business results aligned with sales, contribution margin, and volume goals
• Manage price increases and implement pricing strategy in consultation with leadership
• Identify, prioritize, and forecast new business opportunities
• Understand competitive dynamics and position H.B. Fuller for advantage
• Establish and maintain strong cross‑functional relationships from the C‑suite to plant level
• Manage profitability, working capital impact, and expense budgets

Innovation & Change Leadership

• Partner with Technical and R&D teams to ensure the voice of the customer is reflected in the innovation pipeline
• Transfer H.B. Fuller innovation and technology to customers to create competitive advantage
• Adapt to a dynamic environment and positively influence change within the sales organization

Teamwork & Collaboration

• Collaborate with Strategic Account Directors and Business Directors to develop and execute account strategies
• Coordinate internal resources to deliver agreed customer outcomes
• Communicate plans, progress, and updates clearly with internal stakeholders
• Partner with global sales, customer service, supply chain, and R&D teams to align priorities and service levels

Qualifications

Minimum Requirements

• Bachelor's degree (technical, mechanical, or marketing preferred)
• Minimum of 7 years of industrial sales experience
• Marketing or technical experience may be considered with at least 3 years supporting strategic accounts and consistent target attainment
• Proven experience managing large, complex, or multi‑site strategic accounts
• Valid driver's license and willingness to travel (travel level dependent on territory)
• Ability to lift and carry up to 50 pounds