Sales Representative/Territory Manager I

Role Overview: As a Sales Representative/Territory Manager I at H.B. Fuller, your role is to grow and retain the company's market share and customer base in the segment while achieving profit sales targets. You will be responsible for delivering territory and business results by retaining current business and developing new business opportunities. Your primary focus will be on delivering annual business results aligned with the business plan, sales, CM, and volume targets. You will also play a key role in driving customer intimacy by delivering H.B. Fuller's value proposition tailored to the needs of the customer. Key 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 HB Fuller sales excellence process and use all sales tools (SFDC). - Develop a sales funnel for future growth opportunities. - 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. - Drive customer intimacy by delivering HBFs value proposition tailored to the needs of the customer. - Promote, quantify, and expertly sell value, differentiating H.B. Fuller by adding value to customers. - 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. - Promote H.B. Fuller products and technologies to optimize profitability. - Provide voice of the customer feedback into the organization. - Negotiate skillfully in difficult situations and understand the needs of the customer. - Develop an understanding of business, financials, products/services, the market, and specific needs of assigned territory/accounts. - Consistently deliver timely, accurate, and concise messages orally and/or in writing to effectively inform individuals or groups. - Willingness to take on additional responsibilities to facilitate the achievement of individual and team goals. Qualifications Required: - External: At least 2 years of relevant sales experience (industrial experience preferred). - Internal: At least 2 years of relevant experience. If moving from a trainee role, must have at least 1 year of achieving sales/profit targets and overall PPA rating of at least Successful. - Bachelor's 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.,