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: Global Inside Sales Leader
Location: Remote; up to 40% travel required
Position Overview:
The Global Inside Sales Leader is responsible for setting the strategic vision, developing and executing the short- and long-term development plans, and leading the selling efforts of the inside sales team to support retention and growth of assigned existing customers, as well as supporting business development campaigns across. The activities required to retain and grow existing business include account retention, acquisition, mix-shift, and price realization.
Primary Responsibilities:
- Accountable for developing and implementing inside sales processes with the local inside sales managers across all appropriate regions and SBUs.
- Accountable for developing leading indicators of success and developing action plans accordingly with local inside sales manager
- Developing and publishing lagging indicators to measure results
- Working with regional or segment sales leaders to design new inside sales organizations, job descriptions, selecting and accessing talent
- Accountable for developing coaching cadence for the regional inside sales managers and their teams
- Accountable for defining sales tools for this channel and how they should be used e.g. SFDC, LinkedIn etc., this will include researching and recommending new tools as appropriate.
- Develop sound business relationships and actively work with Geographic Sales Managers across global regions and Global Market Segment Leaders to ensure collaboration, teamwork and execution of their strategic business plans.
- Manage application and execution of the sales process to include delivery of H.B. Fuller’s value propositions, optimize the utilization of sales tools including CRM and Customer Connect web service, new business identification, pipeline management and new business closure.
- Create, manage and deliver an inside sales plan by identifying key activities, drive execution, develop and track results to meet or exceed monthly, quarterly and annual revenue and profit targets.
- Responsible for ensuring assigned accounts are closely managed by the Inside Sales Manager and ISR’s with appropriate and pro-active account management activities and thorough pipeline management for new business development.
- Lead and coach the inside sales team to deliver business results.
Employees Supervised:
Initially, it will lead a team of approximately (3) inside sales managers and 22 Inside Sales Representatives in both North America and Europe with expected expansion into IMEA, LATAM, ANZ and Asia-Pacific.
Budgetary Responsibility:
Primarily accountable for managing a sales budget of $150 million across all SBU’s and global regions.
Minimum Requirements:
- Bachelor’s degree in business, Marketing or Technical field (or equivalent experience.
- 8+ years sales (inside or outside) or marketing experience in an industrial environment.
- 2-4 years direct sales or market research leadership experience.
- Excellent verbal and written communication skills including ability to develop and deliver effective presentations.
- Strong computer competency with high MS Office suite proficiency, database experience and other internet-based software. SAP skills are required, and appropriate training will be provided.
- Proficient in salesforce.com
- Think strategically in a fast-paced environment while prioritizing to meet deadlines
Preferred Requirements:
- 3 years market research experience
- MBA (preferred)
Physical Environment:
- General office environment
- Must be able to drive to various retailers, wholesalers, and other businesses; purchase, carry and transport examples of potential H.B. Fuller product applications.
- Occasional attendance at industry trade shows, conferences, etc.
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.
