Sales Manager - Remote Eligible

Sales Manager

The Sales Manager is expected to:

• Retain and grow H.B. Fuller's market share and customer base in a defined geography or market.
• Be accountable for achieving annual sales and profit targets/budgets.
• Coach, manage and develop their sales team to deliver business results and improve our customers' experience and loyalty.
• Consistently implement pricing in line with business unit pricing policy.
• Achieve results through application and knowledge of the HB Fuller sales and value selling processes, as a subject matter expert. Winning the right way!

Accountability:

• Ensure all EHS requirements are followed individually and as a team.
• Leads by example and consistently applies core management principles in all aspects of the role including ethics and integrity.
• Empowered to deliver results in territory and holds self and others accountable for results.
• Adoption of all sales processes including Sales Force.com as primary tool for; pipeline and opportunity management in alignment with business plans, competitive intelligence, market potential and forecasting needs etc.
• Communicates clear measurable objectives to team.
• Manages all aspects of teams goals/objectives and appraisal process.
• Communication – monthly reports and internal/external communications.
• Supports all aspects of sales channel strategy including the needs of SAM team, Distribution team, OEM leads and Inside Sales initiatives.

Customer Focus:

• SME in understanding, anticipating and meeting needs of the customer.
• Customer Intimacy – encourages and coaches team to get beyond the obvious and clearly understand customers' current and future business needs.
• Expert at coaching the team in teaching customer insights, and identifying and quantifying value for the customer.

Sales Competencies & Behaviors:

• Managing a Region/Geography / Allocating Resources Each sales territory designed for optimum number of customers, sales calls, and growth opportunities/activities Allocates resources to optimize sales coverage and deliver business plans Balances efforts between growth and retention activities in each territory Manages resources in line with organization strategy
• Being Innovative: Leads the way on implementation of new products and technology Able to innovate in execution of the sales process e.g. identifies and removes barriers. Creatively seeks and finds solutions to unstick deals and solve / progress business issues. Brings the voice of the customer into the organization with new innovative ideas.
• Demonstrating Strategic Intent: Strategic thinker, sees big picture and contributes to business unit/s strategic planning process Contributes in the budgeting process and maintains focus to deliver budget. Focuses effort and resources in line with organization strategy
• Communicating: Delivers accurate, clear, and concise messages. Demonstrates the ability to recognize when others are having difficulty understanding his/her messages and adapts style appropriately.
• Coaching: Has ability to coach direct reports in implementing strategy. Ensures direct reports and self are accountable for results
• Leading Others: Sets the example and standard within the sales team Builds and leads an effective sales team Operates with urgency and purpose.

Knowledge:

• Sales Process & Sales Tools Uses HBF's sales tools and ensures direct reports are using and complying with agreed standards Manages growth and erosion from BI Manages pipeline and customer status through SFDC Systematically reviews all territories with each individual on team
• Customer / Market Intimately understands the drivers in sales region, including relative market position compared to competition Has accurate and current awareness of opportunities and threats in territory. Understands and is able to positively contribute in all major customer situations in territory
• Products, Pricing & Value Manages products and price at customers to ensure margin is optimized and goals are met Ensures the right level of service is provided Agrees technical support plans with technical service Ensures value is consistently delivered per agreement with customer
• Trends in market & Industry Has a broad understanding of markets and industry, frequently includes in conversations with customers and sales professionals Shares key market trends inside the organization
• Supply chain & Customer Service Is able to optimize business and profitability in territory by creatively using supply chain knowledge Effectively partners with customer service, ensuring sales team understand and support customer service strategy
• Business Acumen Consistently uses pricing tool and applies strategy to ensure goals are met and that new pricing sticks Has solid understanding of customer economic and value drivers and supports sales team to tailor HBF's value proposition