Global Key Account Manager

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.

The Global Key Account Manager – Consumer Electronics position is responsible for developing new business opportunities, building and maintaining client relationships, and strategizing ways to expand the H.B. Fuller's business in identify Key Accounts. This role will collaborate with various departments to develop tailored solutions that meet customer needs and contribute to the organization's growth objectives, often involving value chain analysis, sales planning, and negotiation. This role plays a crucial role in analyzing key accounts (market) trends, assessing competitor activities, and implementing effective sales strategies to maximize revenue and profitability.

Position is based in the Bay Area, CA

Primary Responsibilities

• Responsible for the development, lead generation and growth of custom adhesive solutions within the consumer electronics Key Accounts.

• Allocates 60% of time prospecting. Research is focused on identifying needs and on understanding and recording share of wallet data across customer's business. Working on opportunity to acquire new opportunities and aligns inside resources, including R&D, to longer-term business opportunities inside existing strategic customers

• Accurately assesses underlying causes and/or concerns of customers through enhanced listening skills; listens for potential using skills of deduction to customers' issues and concerns, asks clarifying questions for increased understanding.

• Building a working knowledge of customers, markets and industry, and leverages to enhance the sales process.

• Negotiates skillfully in all situations with procurement and understands the needs of the customer and incorporates for a win/win solution.

• Managing segment-specific, regional strategic accounts. Allocates an appropriate amount of time to optimize results from a portfolio of customers. Selects opportunities for growth and allocates time appropriately to grow business. Taps into H.B. Fuller resources to ensure organization is aligned with customer priorities

• Develop strategic plans with well-considered research and identified opportunity. Primary contacts are PD, materials group, DFM, and technical production contacts. Has awareness of H.B. Fuller innovation goals and incorporates into customer plans.

• Effective presenter for simple and complex topics in a variety of settings, both inside and outside the organization.

• Delivers accurate, clear, and concise messages orally and in writing to effectively inform an individual or group. Adapts to the needs of individuals or groups to ensure their message is understood

• An ability to understand the customer's business and strategy and is able to articulate strategic fit of H.B. Fuller. Tailors service and technical support to the needs of the customer. Agrees on goals with customers to deliver quantified value.

• Ability to use salesforce.com and FLIP pricing tool

• Knowledge 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 H.B. Fuller.

• Able to optimize products, price and service to meet customer needs, delivers value for customer and profit for HBF

• Understands the importance of applying good influence management skills to get the best out of individuals and teams.

Minimum Requirements

• Bachelor’s Degree

• 5 years of Business Development experience with consumer electronics

• Based in the Bay Area, California

• Start-up experience – drive for results

• Valid driver’s license

• International travel up to 20%

• Ability to lift and carry up to 50 lbs.

Preferred Requirements

• Bachelor’s degree in mechanical, marketing, or chemistry

• 10 years consumer electronics experience

• PCB assembly related Chemical, adhesives or equipment experience

• Global consumer electronics experience

• Salesforce.com and FLIP pricing tools

• PCB assembly, Sensors and Handheld device assembly

This position is not eligible for work visa sponsorship. Applicants must have U.S. work authorization that does not now or in the future require H.B. Fuller sponsorship of a work visa to work for H.B. Fuller.

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

The salary for this role is $170,000 +.

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, 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.