Communicate and influence effectively across all levels of customer organizations.
Lead product demonstrations and provide independent technical problem‑solving support.
Deliver annual sales, volume, and margin results aligned with the business plan.
Develop new business opportunities, maintain a strong pipeline, and forecast accurately.
Promote H.B. Fuller’s value proposition and sell differentiated, innovative technologies.
Negotiate pricing and implement price increases using value‑selling techniques and business tools.
Manage territory activities, including reporting, documentation, and EHS compliance.
Understand market trends, the competitive landscape, and customer needs to drive strategic positioning.
Maintain strong collaboration with internal stakeholders and provide voice‑of‑customer insights.
Balance time between existing customers and new business development to achieve growth targets.

Strong communication, presentation, and interpersonal skills.
Ability to independently run product demonstrations and support standard technical requests.
Experience managing a sales pipeline, negotiating pricing, or executing value‑selling strategies.
Proven ability to deliver results and manage time across competing priorities.
Working knowledge of CRM systems and basic sales processes.
Understanding of market trends, customer needs, and competitive positioning.
Experience in technical sales, adhesives, manufacturing, or related industries (preferred).
Knowledge of supply chain concepts, substrates, and application processes (preferred).
Demonstrated ability to mentor junior sales team members (preferred).
Strong business acumen and experience applying pricing strategy to achieve margin goals (preferred).
Ability to educate customers on market trends and serve as a strategic partner (preferred).

Key Account Manager

Key skills