Sales Representative/Territory Manager I

As the largest pureplay adhesives company in the world, H.B. Fuller's 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 Sales Representative/Territory Manager I position in Hyderabad, IND, is responsible for growing and retaining H.B. Fuller's market share and customer base in the segment while achieving profit sales targets. This role involves revenue responsibility of $1M-$3M, managing small to mid-sized accounts with limited customization, and focusing on business development scope of 0%-10%. The Sales Professional is expected to have a moderate knowledge of product features and value propositions in a competitive market, and deal with standard sales cycles with predictable needs. Primary Responsibilities: - Deliver territory and business results by retaining current business in the defined territory (70% of time) and developing new business opportunities (30% of time). - Consistently apply the H.B. Fuller sales excellence process and use all sales tools (SFDC). - Develop a sales funnel for future growth opportunities. Accountability for Results: - Delivering annual business results aligned with the business plan, sales, CM, and volume. - Focus on delivering growth and maintaining existing business to meet plan and targets. - Negotiate pricing and margin using value selling and the flip pricing tool. Customer Focus - Creating Value: - Drive customer intimacy by delivering H.B. Fuller's value proposition tailored to customer needs. - Promote, quantify, and expertly sell value, differentiating H.B. Fuller by adding value to customers. - Anticipate current and future customer needs through a deep understanding of their business. - Promote and sell H.B. Fuller products and technology to enhance the company's position as an innovative leader in the market. Functional Excellence: - Consistently manage activities to ensure all EHS requirements are followed. - Leverage all sales processes, including salesforce.com, and consistently apply the H.B. Fuller sales process. - Identify, develop, and close new business opportunities and communicate forecasting needs to the business. - Manage time efficiently by balancing effort between existing business and new business pipeline. - Provide timely reports and necessary communication and collaboration with stakeholders. Business Acumen: - Promote H.B. Fuller products and technologies to optimize profitability. - Manage T&E expenses to budget. Embracing Change and Innovation: - Provide voice of the customer feedback into the organization. - Promote and sell innovative H.B. Fuller technologies to create a competitive advantage and optimize value for customers. - Adapt easily to a dynamic environment and maintain high levels of motivation and engagement. Sales Competencies & Behaviors: - Negotiates skillfully, understands customer needs, and gains trust quickly. - Effective presenter for simple and complex topics in various settings. - Improves listening skills through practice and delivers timely, accurate messages. - Creative in finding new sources of business and applying latest techniques for cultivating customer leads. - Willingness to take on additional responsibilities to achieve individual and team goals. Minimum Requirements: - At least 2 years of relevant sales experience (industrial experience preferred). - Bachelors or University Degree with a technical/mechanical, marketing, or chemistry background preferred. - Must have a valid driver's license and be willing to travel. - Ability to lift and carry up to 50 lbs./25 kg.,