Sales Manager Alternative Channels IMEA

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 2023 revenue of $3.5 billion, our mission to Connect What Matters is brought to life by more than 7,000 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.

POSITION OVERVIEW

The IMEA-Sales Manager-Alternative Channels (SMAC) at H.B. Fuller is responsible for driving positive outcomes of key sales indicators across the Alternative Sales Channels - Distribution, Inside Sales and Digital - in the IMEA region.

The successful SMAC will bring a strategic approach with a proven track record in sales, sales coaching and team engagement. The SMAC will be responsible for driving and maintaining a high-energy atmosphere which will support the Alternative Channels delivering expected outcomes in the IMEA region. 

The SMAC must be resilient, energetic, and able to bring out the best in team members while also engaging potential customers and internal shareholders in valuable discussions that underline the value H.B. Fuller can bring to their operations.

PRIMARY DUTIES

• Develop and execute go-to-market strategy for Distribution in the IMEA region in coordination with the regional, in country commercial leaders

• Align on strategic actions on alternative channels with the regional / local commercial leadership teams

• Be part of the project team to design and execute the Digital strategy for the IMEA region

• Lead, motivate, recognize and performance manage the Inside Sales & customer success team members to assist them in reaching their sales goals

• Assist and coach Inside Sales & customer success team on sales strategies and mentor team as a “player coach” to drive discovery of customer needs by role modeling best practices and daily interactions.

• Drive Virtual business development, win new business virtually & enhance Virtual sales

• Be the go-to person for the Inside Sales & customer success team to get information and remove obstacles

• Be the go-to person for the Inside Sales team, customer success, the field commercial teams  and the marketing teams

• Facilitate and drive compliance with Salesforce.com and other business systems to document activity and progress.

• Meet and exceed team sales targets.

• Able to adjust course when appropriate new ideas, objections or feedback is raised.

• Collaborate across sales teams, marketing teams and internal partners to drive sales process forward.

EMPLOYEES SUPERVISED

5-10

BUDGETARY RESPONSIBILITY

5-10 million Dollars existing revenue

2-4 million in new revenue

JOB SCOPE

Has latitude to determine best approach to develop leads to meet established sales targets.  At times, receives general instructions with flexible guidelines.  Failure in selling could result in decreased sales and profits to H.B. Fuller.

INTERPERSONAL CONTACTS

Exerts strong influence on decisions affecting this general function.  Deals with people at all levels within both customer accounts and the internal organization.  Drives customer problem resolution, leveraging experience, HBF departments and resources. Contacts are made primarily via phone and through electronic media.  Disclosure of confidential data accessible to this job would have adverse effects internally and externally, and could result in major losses to H.B. Fuller.

Minimum Requirements

• Bachelor’s degree in a technical/mechanical or marketing field (or equivalent experience)
• 4-7 years of years of direct supervisory experience in a sales organization, preferably as part of an Alternative Channel – Distribution/Inside Sales/Digital Organization.
• 2-4 years professional inside sales or distribution experience as an individual contributor, driving new business opportunities, revenue retention as an account manager with multiple technical product lines/families.  Preferably in the industrial chemical industry.
• Demonstrated experiences in sales, prospecting and new business development
• Excellent verbal and written communication skills including ability to develop and deliver effective presentations through electronic mediums.
• Ability to influence via phone, identify and gain access to decision makers, develop and close sales.
• Strong computer competency with high MS Office suite proficiency, database experience and other internet based software.
• Ability to sell at all levels within organizations.
• Proven experience & ability to work independently as well as in team environment.
• Well organized, process and data driven, producing accurate and timely reports, etc.

PREFERRED QUALIFICATIONS

• CRM Skills
• SalesForce.com experience
• Advanced consultative sales skills

PHYSICAL ENVIRONMENT

• General office environment
• Time spent on phone (10% to 20%)
• Occasional travel (10%)

MENTAL ACTIVITIES

PHYSICAL ENVIRONMENT

Work Environment:

General office environment.  Offsite customer calls as needed. Occasional attendance at industry trade shows, conferences, etc. Work is done primarily electronically and on the phone (90%).

Mental and Physical Requirements:

Mental activities require continuous interpersonal skills, selling, customer service, initiative and independent judgment and/or independent action; frequently using decision making, basic math, discretion, creativity, teamwork, and problem analysis, and occasionally using negotiation, and presentations/training.

Physical activities require continuous hearing, talking and sitting; frequent feeling, fingering, handling and repetitive motions of hands/wrists; and occasional standing, and walking.  Position may carry and lift up to 10lbs.  Position requires continuous visual demand 75% - 100% of the time.

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.