We, at H.B. Fuller embrace a shared set of beliefs and competencies that direct the way we operate and express our fundamental principles about how we will achieve success. We strive to hire talent that demonstrates our beliefs and our competencies.

POSITION OVERVIEW

The Account Manager position is expected to grow and retain HB Fuller's market share and customer base in the Tapes & Labels market segment in Germany, United Kingdom, Austria and Switzerland while achieving profit sales targets. The Account Manager is expected to: • Demonstrate an ability to communicate and influence at all levels; • Technically competent and independently able to manage demonstrations and technical problem-solving; • Focused on growth (larger opportunities), and optimizing price and profitability; • Accountable for delivering results; and

PRIMARY DUTIES

CORE COMPETENCIES • Accountability for results • Customer focused – creating value • Demonstrates functional excellence • Demonstrates business acumen • Embraces change and innovation

ACCOUNTABILITY FOR RESULTS • Sales professional is accountable for delivering annual business results, aligned with business plan, sales, CM and volume • Growth – focuses effort on delivering growth and maintains existing business to deliver plan • Negotiates pricing and margin (aligned with the business) using value selling and the internal pricing tool to capture the optimum price and margin for HBF

CUSTOMER FOCUSED – CREATING VALUE • Drives customer intimacy by delivering HBF’s value proposition tailored to meet the needs of the customer • Promotes, quantifies and expertly selsl value, which differentiates HBF in the market and adds value to our customers • Begins to demonstrate 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 raw material trends

DEMONSTRATES FUNCTIONAL EXCELLENCE • Independently technically supports the customer for standard needs, including running a product demonstration • Intimately knows the territory/industry, including developing new business pipeline • Consistently applies the HBF sales process, including salesforce.com,

DEMONSTRATES BUSINESS ACUMEN • Implements business pricing strategy based on business guidelines, expertly delivers price increases thereby enabling prices to stick • Allocates own resources in a planned and consistent way with the business strategy • Manages T&E expenses to budget

EMBRACES CHANGE AND INNOVATION • Provides voice of the customer feedback into the organization • Promotes and sells innovative HBF technologies that create competitive advantage and optimize value for customers • Adapts easily to a dynamic environment and maintains high levels of motivation and engagement

SALES COMPETENCIES & BEHAVIORS

• Negotiating: Negotiates more complex situations within and outside of the organization. Thoughtfully develops creative solutions that satisfy all parties. • Growing a sales territory: A solid understanding of business, financials, products/services, the market and the needs of assigned accounts; may help to develop colleagues' understanding of business and other development needs. • Presenting: Comfortably presents to a broad and diverse group, maintaining group focus and appropriately responds to unrehearsed questions. Progresses agenda. • Questioning / Listening: Actively listens to others; asks appropriate questions indicating interest in customers’ business with broad knowledge of the subject; focuses without interruption; evaluates verbal statements and nonverbal behavior to gain insight; responds appropriately in a non-judgmental manner. • Communicating: Delivers accurate, clear, and concise messages. Presents an open persona that encourages even the most reluctant person to express his/her views. Demonstrates the ability to recognize when others are having difficulty understanding his/her messages and adapts style appropriately. • Prospecting: Applies effective techniques, promptly establishes connection with key contacts at new prospects with relevant messaging, assesses needs / interest and prioritizes in own pipeline activity. • Being a team player: Seeks to work with teams. Encourages people with opposing viewpoints to express their thoughts. Assumes accountability for team goals.

KNOWLEDGE • Technical knowledge of pressure sensitive products & services o Applies problem-solving skills using technical knowledge, and is able to independently technically support customers • Sales Process & Sales Tools o Creates advantage through deep understanding of customer needs and accelerates the sales process by selecting the right opportunities • Trends in market & industry o Has a broad understanding of Tapes&Labels market and industry, and frequently weaves knowledge into conversations with customers • Equipment & application process o Able to recommend basic improvements to customers' processes • Business Acumen o Consistently applies pricing strategy to achieve margin goals o Has broad understanding of all key business concepts

SCOPE OF RESPONSIBILITY

• New business development activities, which represents >30% of time.

Required Skills

MINIMUM REQUIREMENTS

• University degree, with a technical/mechanical, marketing or chemistry background preferred • 5+ years of relevant sales experience; related industry and B2B experience, preferably with a chemistry background. • Language skills: Fluent in German and English • Must have a valid driver’s license and be willing to travel. • Travel time will be significant – region is supposed to be whole Germany, Austria, Switzerland plus the UK.

Required Experience

MINIMUM REQUIREMENTS

• University degree, with a technical/mechanical, marketing or chemistry background preferred • 5+ years of relevant sales experience; related industry and B2B experience, preferably with a chemistry background. • Language skills: Fluent in German and English • Must have a valid driver’s license and be willing to travel. • Travel time will be significant – region is supposed to be whole Germany, Austria, Switzerland plus the UK.