H.B. Fuller is a leading global adhesives provider focusing on perfecting adhesives, sealants, and other specialty chemicals across all industries throughout the world. While our products are virtually invisible, they play a vital role in ensuring the quality of modern life and we are committed to connecting what matters to solve some of the world's biggest adhesion challenges. Job Location: Durban, KwaZulu-Natal Responsibilities: Manage, maintain, and grow own territory and be accountable for delivering results in line with the targets agreed with the line manager at the beginning of the performance year. Consistently apply the H.B. Fuller sales excellence process and use all sales tools (SFDC). Develop a sales funnel for future growth opportunities. Deliver annual business results, aligned with business plan, sales, CM, and volume. Focus efforts on delivering growth and maintaining existing business to meet plans and targets. Negotiate pricing and margin (aligned with the business) using value selling and the flip pricing tool. Drive customer intimacy by delivering H.B.F.'s value proposition tailored to the needs of the customer. Promote, quantify, and expertly sell value, differentiating H.B. Fuller by adding value to our customers. Realize customer loyalty and minimize erosion. Anticipate current and future needs of the customer through deep understanding of the customer's business. Promote and sell H.B. Fuller products and technology, enhancing our position in the market as an innovative leader. Sales Competencies & Behaviors: Negotiate skillfully in more difficult situations; understand the needs of the customer and incorporate that knowledge. Develop an understanding of business, financials, products/services, the market, and specific needs of assigned territory/accounts. Be an effective presenter for simple and complex topics in a variety of settings, both inside and outside the organization. Increase listening skills through practice; ask clarifying questions for increased understanding. Deliver timely, accurate, and concise messages orally and/or in writing to effectively inform an individual or group. Be creative in finding new sources of business and applying the latest techniques for cultivating customer leads. Show willingness to take on additional responsibilities to facilitate the achievement of individual and team goals. Possess basic knowledge of contracting legislation. 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.
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