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. Learn more at www.hbfuller.com.
Position Title: Account Manager, Electronics
Position Location: East/South China
POSITION OVERVIEW
As part of a cross-functional team, the successful candidate will be responsible for the business development and Strategic Account activities for Electronics adhesive market. This position will focus on identifying new opportunities and then rapidly growing product sales to meet agreed business targets. The regional focus will be primarily East and South China, with supporting to Greater China.
This position will be based in Suzhou, reports to Sales Manager.
The Key Account Manager will have a broad experience and excellent relationships within the auto electronics industry and key accounts, along with a strong technical knowledge of the applications and materials employed. S/He must be able to articulate a clear strategy and implementation plan, and then execute to deliver sales growth in line with the agreed business plan.
PRIMARY DUTIES
- Automotive Electronics local and global key accounts focus
- New application and business development.
- Drive sustainable sales and profit growth in line with agreed business objectives
- Actively manage and coordinate all aspects of the sales process and act as focal point for information flow between the company and target accounts
- Carry out assessment of target market segments; communicate concise overview and opportunities for growth
- Identify and validate new sales targets and develop pipeline of opportunities in line with agreed business objectives
- Develop strong, long-term relationships with key decision makers at target accounts
- Develop and communicate clear and compelling value propositions to target customers, using a consultative approach.
- Identify and quantify opportunities to add value based on thorough and accurate assessment of customer’s process and performance requirements. Communicate effectively to global team
- Act as project manager throughout all phases of sales project, driving key actions, setting priorities and managing risks
- Build close partnership with relevant global resources (R&D, Marketing, Operations, Customer Service, and Applications Engineering) to deliver solutions that fully meet customer’s needs and timeline.
- Work with global colleagues to ensure the successful transfer and ramp up of US-qualified products to other regions
- Develop win-win partnerships with other industry suppliers, including distributors, to generate leads and close business.
- Make pricing proposals in alignment with strategy and value proposition and implement in line with business management guidelines.
- Develop and execute high profit promotion strategy,
- Identify and participate in trade organizations and shows relating to target markets.
- Develop and manage sales forecasts and annual budgets
- Complete monthly activity reports on a timely basis and status reports as required, maintain updated CRM database with leads and project status
MINIMUM REQUIREMENTS
- BS degree, preferably Technical/Science
- 5+ years key account management experience in the auto electronics industry or related auto or electronics industry
- Fluently English speaking
- Demonstrated ability to prepare and deliver compelling technical sales presentations
- Team player with excellent interpersonal and communication skills
80+% travels expected, including domestic & international trip
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.
