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 2025 revenue of $3.5 billion, our mission to Connect What Matters is brought to life by more than 7,100 global team members who collaborate with customers across more than 30 market segments in 150 countries to develop highly specified solutions that enable customers to bring world-changing innovations to their end markets. Learn more at www.hbfuller.com.

Overview

This hybrid sales role combines Business Development (50%) and Account Management (50%) responsibilities within the Bonding Agents market segment. The successful candidate will identify and qualify new business opportunities while managing and growing an established customer territory.

The primary objective of this role is to quickly identify customer needs and business opportunities, develop strong relationships, and create long-term value for customers. Through proactive engagement, the individual will generate new leads, qualify prospects, and collaborate with field-based Business Development Managers (BDMs) to convert opportunities into new business. In addition, they will manage existing accounts, drive revenue growth, and ensure customers view H.B. Fuller as a trusted business partner.

Key Responsibilities

Business Development (50%)

• Execute 20-30 outbound prospecting calls per day to identify and develop new business opportunities.

• Utilize tools such as LinkedIn, market research platforms, and lead-generation resources to source and qualify new prospects.

• Conduct cold calling campaigns to introduce H.B. Fuller solutions to potential customers within the Bonding Agents market.

• Identify customer needs, business challenges, and purchasing requirements through effective questioning and active listening.

• Qualify new opportunities and transition them to the appropriate field-based Business Development Manager (BDM) for further development and closure.

• Develop relationships with key decision-makers, influencers, and stakeholders within target accounts.

• Accurately document prospect interactions, opportunities, and sales activities in CRM.

• Maintain and update the sales opportunity pipeline to ensure visibility and follow-up.

Account Management (50%)

• Manage an assigned territory and portfolio of existing customers, ensuring high levels of customer satisfaction and engagement.

• Develop and maintain long-term customer relationships through proactive account management and regular communication.

• Identify opportunities to expand product penetration, increase sales volume, and grow market share within existing accounts.

• Monitor customer buying trends, purchasing patterns, and business objectives to uncover growth opportunities.

• Conduct telephone and virtual customer meetings to understand changing needs and provide value-added solutions.

• Ensure customers receive professional sales representation and exceptional service, reinforcing H.B. Fuller as a strategic partner.

• Collaborate with internal teams to deliver solutions that meet customer expectations and business requirements.

• Support pricing discussions, contract renewals, and account development initiatives to maximize territory growth.

Collaboration & Sales Support

• Record all customer conversations, account activity, and opportunity updates within CRM.

• Meet or exceed established customer contact and telephone meeting objectives.

• Engage in technical and commercial discussions to determine customer requirements and recommend appropriate product and service solutions.

• Influence and build alignment with both internal and external stakeholders at all organizational levels.

• Partner closely with Account Managers and Business Development Managers to support opportunity development and successful business closure.

• Coordinate customer site visits, audits, product demonstrations, and line trials as needed.

• Communicate customer feedback, market intelligence, and competitive insights to internal stakeholders.

Minimum Requirements

• Bachelor’s degree in a technical/mechanical or marketing field (or equivalent experience)

• 0-2 years professional sales experience, directly managing and supporting accounts and multiple technical product lines/families. Preferably in the industrial chemical industry.

Success Factors

The ideal candidate will be a highly motivated sales professional who enjoys both hunting for new business and growing existing customer relationships. They will demonstrate strong prospecting skills, consultative selling abilities, territory management expertise, and a customer-focused mindset while driving profitable growth within the Bonding Agents market.

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Pay is based on several factors including but not limited to education, work experience, certifications, and geographic location.

In addition to your salary, H.B. Fuller offers employees a competitive total rewards package including comprehensive benefits, incentive and recognitions programs, health & wellness benefits, 401K contributions, paid time off and paid holidays. Eligibility may vary.

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, age, 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.