Global Inside 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: Global Inside Sales Leader

Location: Remote - up to 40% travel required

Primary Responsibilities:
Global Process Manager Inside Sales (50%)

• 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.

• Accountable for researching recommending and then using new tools/systems that help to ‘digitize’ our service to customers – this included Inside Sales and Inside Tech Service.

• Collaborating with the Market Segment Leaders and Marketing teams to commercialize targeted business development campaigns

A key part of the role is for the ISGPM-II to develop sound business relationships and actively work with Geographic Sales Managers (GSM’s) across global regions. ISGPM-II will 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. The ISGPM-II will standardize results reporting and best practices globally.

North America Senior Inside Sales Manager (50%)
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.
The Inside Sales Global Process Manager-II is responsible for ensuring assigned accounts are closely managed by the Inside Sales Manager and ISR’s. This includes the ISR’s carrying out the following:

• Collaborate with the Sales and Market Segment Business leaders implement agreed upon customer treatment and coverage strategies

• Develop relationships with decision makers and influencers at all levels of their customers.

• Ensuring the right levels of customer meetings are carried out and recorded to meet set targets.

• Understand and monitor the needs of the customers by engaging in technical and commercial discussions to confirm requirements and expectations, then effectively explore product and service solutions.

• Anticipate and service buying trends for assigned accounts.

The Inside Sales Global Process Manager-II will also lead and coach the inside sales team to deliver business results, by:

• Supporting the development and execution of individual and team sales plans

• Create and track performance metrics of the team

• Develop and coach team based on individual needs and skill sets

• Ensure the career ladder for inside sales is communicated to all members and updated as the greater organization evolves

• When required the ISGPM-II will ensure successful implementation of pricing and profitability strategies.

Employees Supervised:
Initially the ISGPM-II will lead a team of approximately (3) inside sales managers (ISGPM-II’s) and 22 Inside Sales Representatives (ISR’s) in both North America and Europe with expected expansion into IMEA, LATAM, ANZ and Asia-Pacific.
The ISGPM-II will carry out all supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, training and developing employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
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.

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

The salary for this role is $145,000-$165,000.

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.