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 2024 revenue of $3.6 billion, our mission to Connect What Matters is brought to life by more than 7,500 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.

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Position Overview

The Account Manager is responsible for driving growth, delivering results, and strengthening customer relationships through value‑based selling. This role manages both existing business and new opportunities while providing technical support and executing the H.B. Fuller sales process. The Account Manager partners closely with customers to understand needs, anticipate trends, and position H.B. Fuller as a strategic solutions provider.

This role will support a territory in the North East region that includes, Philadelphia, Baltimore, Washington D.C., New Jersey, and Delaware.

Primary Responsibilities

* Communicate and influence effectively across all levels of customer organizations.

* Lead product demonstrations and provide independent technical problem‑solving support.

* Deliver annual sales, volume, and margin results aligned with the business plan.

* Develop new business opportunities, maintain a strong pipeline, and forecast accurately.

* Promote H.B. Fuller's value proposition and sell differentiated, innovative technologies.

* Negotiate pricing and implement price increases using value‑selling techniques and business tools.

* Manage territory activities, including reporting, documentation, and EHS compliance.

* Understand market trends, the competitive landscape, and customer needs to drive strategic positioning.

* Maintain strong collaboration with internal stakeholders and provide voice‑of‑customer insights.

* Balance time between existing customers and new business development to achieve growth targets.

Minimum Requirements

* Strong communication, presentation, and interpersonal skills.

* Ability to independently run product demonstrations and support standard technical requests.

* Experience managing a sales pipeline, negotiating pricing, or executing value‑selling strategies.

* Proven ability to deliver results and manage time across competing priorities.

* Working knowledge of CRM systems and basic sales processes.

* Understanding of market trends, customer needs, and competitive positioning.

Preferred Requirements

* Experience in technical sales, adhesives, manufacturing, or related industries.

* Knowledge of supply chain concepts, substrates, and application processes.

* Demonstrated ability to mentor junior sales team members.

* Strong business acumen and experience applying pricing strategy to achieve margin goals.

* Ability to educate customers on market trends and serve as a strategic partner.

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

The salary for this role is $90,000 - $115,000.

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.