The Territory Manager, as the one voice to the customer, drives HBF’s commercial goals by anticipating and meeting the needs of the customer. Develops and owns a strategic plan for own accounts, and drives the execution of the plan through expert communication, coordination of activities and influence of indirect resources.
- Develops and owns a strategic plan for own accounts, and drives the execution of the plan through expert communication, coordination of activities and influence of indirect resources;
- Develops sales funnel for future growth opportunities;
- One voice to the customer;
- Drives and delivers HBF’s commercial goals, optimizing share, price and profitability;
- Anticipates and meets the needs of the customer;
- Consistently applies sales process and use of all sales tools; and
- 20% of time focused on growth (larger opportunities).PRIMARY DUTIES
CORE COMPETENCIES
- Accountability
- Customer Focus
- Performance Excellence
- Change and Risk Taking
- Innovation
- Teamwork
ACCOUNTABILITY
- Develops strategy and an account plan for short and long term to defend and grow the account, optimize profitability, and manage risk
- Strategic Account Manager is accountable for delivering annual business results, aligned with business plan, sales, CM and volume
- Negotiates pricing and margin (aligned with the business) using value selling and the flip pricing tool to capture the optimum price and margin for HBF
- Owns the contact matrix, ensuring that the expectations of all parties are set and met, internal & external
CUSTOMER FOCUSED
- Drive customer intimacy by delivering HBF’s value proposition tailored to meet the needs of the customer
- Identifies customer needs and translates into opportunities.
- Promote, quantify and expertly sell value, which differentiates HBF in the market and adds value to our customers
- Consistently deliver value to our customers to realize customer loyalty and minimize erosion
- Provide insight to the customer through expert application of skills and knowledge. Anticipate current and future needs of the customer through deep understanding of the customer’s business
- Demonstrates the ability to teach the customer on current market trends and issues, and is able to be a strategic partner to our customers on key issues such as industry and raw material trends
SALES COMPETENCIES & BEHAVIORS
- Negotiating: Negotiates skillfully in all situations; including at headquarters with procurement professionals. Understands the needs of the customer and HBF, and incorporates this knowledge into negotiations for a win/win solution.
- Managing a portfolio: Managing segment-specific, regional strategic accounts. Allocates an appropriate amount of time to optimize results from portfolio of customers. Astutely selects opportunities for growth and allocates time appropriately to grow business. Taps into HBF resources to ensure organization is aligned with customer priorities.
- Demonstrating strategic intent / Being Innovative: Able to develop own strategic plans with well-considered research and identified opportunity. Primary contacts are procurement (HQ) and technical / production contacts at sites. Has awareness of HBF innovation goals and incorporates into customer plans.
- Presenting: An effective presenter for simple and complex topics in a variety of settings, both inside and outside the organization.
- Questioning / Listening: Increases listening skills through practice; asks clarifying questions for increased understanding. Restates or summarizes the message accurately.
- Communicating: Consistently delivers accurate, clear, and concise messages orally and/or in writing to effectively inform an individual or group. Adapts to the needs of individuals or groups to ensure his/her message is understood
- Prospecting: Allocates 20% of time prospecting. Research is focused on identifying needs and on understanding and recording share of wallet data across customer's business. Always working on opportunity to acquire new strategic accounts
- Being a team player: Understands the importance of applying good influence management skills to get the best out of individuals and teams.
KNOWLEDGE
- Customer Knowledge
o Intimately understands the customer's business and strategy, and is able to articulate strategic fit of HBF and the customer.
- Products & Value
o Has good understanding of customer's products and HBF technologies
o Tailors service and technical support to the needs of the customer
o Agrees goals with customer to deliver quantified value
- Sales Process & Sales Tools
o Consistent user of salesforce.com and FLIP pricing tool
o Invests sufficient time on discovering and meeting needs
- Trends in Market & Industry
o Building a working knowledge of customers, markets and industry, and leverages to enhance the sales process
- Supply chain & Customer Service
o Knowledgeable of customers' plant location and business and understands impact of own and customers supply chain, and is able to incorporate into best deal for customers and HBF
- Business Acumen
o Able to optimize products, price and service to meet customer needs , delivers value for customer and profit for HBF
- Technical Knowledge
o being capable to run line trials with specific customers and advise on processing parameter settings
o technical trouble shooting on customer site in alignment with R&D/Technical service and Quality department
- Basic Legal Knowledge
SCOPE OF RESPONSIBILITY
- Manage regional accounts, single & multi-site + low-complexity headquarter/decentralized purchasing.
MINIMUM REQUIREMENTS
- 4 year college degree, with a preference for technical/mechanical or marketing
- Minimum of 5 years of industrial sales experience; could consider marketing or technical experience as an alternative
- Must have a valid driver’s license and be willing to travel.
- Travel time depends on size/geography of the territory.
- Ability to lift and carry up to 50 lbs.
At H.B. Fuller, we are proud to be an Equal Opportunity Employer and are committed to providing all applicants and employees with equal employment opportunity. We subscribe to the Office of Federal Contract Compliance Programs (OFCCP) policy of employing and promoting individuals based on their merits, regardless of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, marital status, citizenship status, or any other protected classification.
Art der Stelle: Vollzeit
Arbeitszeiten:
- Montag bis Freitag
Arbeitsort: Mobil
