Geographic Sales 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 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.

Position Title: Geographic Sales Manager

Location: Remote, USA

Position Overview
The Geographic Sales Manager (GSM) is responsible for managing a team of indirect channel partners selling adhesives and sealants for the construction of windows and doors across Eastern North America. Reporting directly to the Director of America's Glass, the GSM’s purpose is to create a competitive advantage for H.B. Fuller by enabling the sales team to operate at their full potential. The GSM will lead efforts to retain and grow H.B. Fuller's market share and customer base in the region, ensuring that annual sales and profit targets are met. This role requires a subject matter expert in H.B. Fuller's sales processes and value selling, with a focus on coaching and developing the sales team while ensuring alignment with business goals.

Primary Responsibilities

• Market Growth and Retention: Lead efforts to grow H.B. Fuller's market share and retain key customers in Eastern North America, specifically within the windows and doors construction market.
• Sales Leadership: Coach, manage, and develop a team of indirect channel partners to consistently meet and exceed annual sales goals, improve customer satisfaction, and drive loyalty.
• Budget and Target Achievement: Accountable for achieving annual sales and profit targets, collaborating with the Director of America's Glass to align regional strategies with overall business goals.
• Sales Process Implementation: Lead the application of H.B. Fuller's sales methodologies and best practices across the team, ensuring that value selling principles are consistently followed. Use tools like SalesForce.com for pipeline management, opportunity tracking, and forecasting.
• Pricing Strategy Compliance: Ensure that pricing is consistently aligned with business unit policies, balancing competitive positioning with profit margins. Monitor customer contracts to ensure profitability and pricing accuracy.
• Customer Engagement: Act as a subject matter expert in understanding customer needs, anticipating challenges, and delivering tailored solutions. Work with the sales team to build strong, long-lasting relationships with customers in the windows and doors sector.
• Cross-Functional Collaboration: Partner with other departments, including customer service, marketing, and operations, to ensure that customer needs are met and service levels are maintained. Support channel strategies, including working with the SAM, Distribution, OEM teams, and Inside Sales.
• Team Management and Development: Oversee team performance, provide coaching on sales tactics, and ensure that team members receive proper training and development. Monitor and appraise employee performance, setting measurable objectives and providing regular feedback.
• Strategic Contribution: Contribute to the overall strategic planning of the business unit, ensuring alignment between territory goals and company-wide objectives. Participate in budgeting and forecasting processes and adapt strategies to meet evolving market conditions.

Minimum Requirements

• Bachelor’s degree or equivalent experience, with a preference for technical/mechanical, marketing, or chemistry backgrounds.
• A minimum of 7 years of sales experience, with at least 2 years in a managerial or leadership role managing territory/account management.
• Demonstrated success in sales, consistently achieving or exceeding targets for at least 3 years.
• Exceptional commercial skills, with the ability to engage effectively with a wide range of stakeholders, from executives to production floor personnel.
• Strong knowledge of financial metrics (margins, operating income, working capital) and how they impact business decisions.
• Experience leading teams, managing performance, and driving motivation to achieve sales and business goals.
• Expertise in sales process management, including the use of CRM software (preferably SalesForce.com) for pipeline tracking, forecasting, and opportunity management.
• Excellent communication and presentation skills, both verbal and written.
• Ability to navigate ambiguity and manage complex, changing priorities in a fast-paced environment.

Preferred Requirements

• Proven experience in managing and developing high-performing sales teams.
• Ambition and a clear desire to grow within the company, taking on increasing levels of responsibility.
• Experience working in multiple markets, applications, or geographies, with a broad understanding of regional business dynamics.
• In-depth understanding of financial metrics, with the ability to use this knowledge to drive business decisions and align team performance with company goals.
• Experience in implementing new products or technologies and driving innovation within the sales process.

Physical Environment

• Travel required: 60% of the time will be spent traveling on business to meet with clients, support the sales team, and oversee regional activities.

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

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.