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.
Job title: Strategic Account Manager
Location: Germany, Remote
Position Overview
The Strategic Account Manager serves as the primary commercial contact and trusted partner for assigned regional strategic accounts. This role is responsible for developing and executing account strategies that drive profitable growth, strengthen customer relationships, and deliver H.B. Fuller’s value proposition. Managing a portfolio of medium-complexity accounts, the Strategic Account Manager identifies growth opportunities, optimizes share and profitability, and collaborates across functions to meet customer and business objectives.
Primary Responsibilities
Develop and execute short- and long-term strategic account plans to defend, retain, and grow assigned accounts.
Achieve annual sales, volume, and contribution margin targets aligned with business objectives.
Identify, develop, and manage a sales funnel to drive future growth opportunities.
Build strong relationships with procurement, technical, production, and other customer stakeholders.
Lead pricing and commercial negotiations using value-based selling principles and pricing tools.
Promote and quantify H.B. Fuller’s value proposition to differentiate solutions and strengthen customer loyalty.
Coordinate internal resources, including technical, R&D, customer service, and supply chain teams, to support customer success.
Anticipate customer needs through a deep understanding of customer strategies, markets, and industry trends.
Allocate approximately 20-30% of time to prospecting and new business development opportunities.
Maintain accurate customer, opportunity, and account information within Salesforce.com and other sales systems.
Minimum Requirements
Bachelor’s degree in Chemistry, Engineering, Marketing, Business, or a related technical field.
Minimum 6 years of industrial sales experience; technical or marketing experience may be considered.
Experience managing strategic, regional, or key customer accounts in a B2B environment.
Demonstrated success achieving sales growth, profitability, and customer retention objectives.
Experience negotiating commercial agreements and pricing with procurement and business stakeholders.
Proficiency using CRM platforms such as Salesforce.com and sales planning tools.
Valid driver’s license and ability to travel extensively within the assigned territory.
Authorized to work in the country where the position is located.
Preferred Requirements
Experience within adhesives, chemicals, manufacturing, packaging, or related industrial markets.
Strong understanding of value-based selling methodologies and strategic account management practices.
Experience working with cross-functional teams including R&D, Technical Service, Operations, and Supply Chain.
Ability to support customer trials, troubleshoot technical product applications, and interpret process parameters.
Knowledge of market trends, raw material dynamics, and supply chain impacts affecting industrial customers.
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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.
Skills Required
- Bachelor's degree in Chemistry, Engineering, Marketing, Business, or related technical field.
- Minimum 6 years of industrial sales experience (technical or marketing experience may be considered).
- Experience managing strategic, regional, or key customer accounts in a B2B environment.
- Demonstrated success achieving sales growth, profitability, and customer retention objectives.
- Experience negotiating commercial agreements and pricing with procurement and business stakeholders.
- Proficiency using CRM platforms such as Salesforce.com and sales planning tools.
- Valid driver's license and ability to travel extensively within the assigned territory.
- Authorized to work in the country where the position is located.
- Experience within adhesives, chemicals, manufacturing, packaging, or related industrial markets.
- Strong understanding of value-based selling methodologies and strategic account management practices.
- Experience working with cross-functional teams including R&D, Technical Service, Operations, and Supply Chain.
- Ability to support customer trials, troubleshoot technical product applications, and interpret process parameters.
- Knowledge of market trends, raw material dynamics, and supply chain impacts affecting industrial customers.
H.B. Fuller Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about H.B. Fuller and has not been reviewed or approved by H.B. Fuller.
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Fair & Transparent Compensation — Pay is considered market-competitive and often characterized as fair for the role rather than top-tier. Positioning appears middle-of-the-market, which feels reasonable for many roles.
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Healthcare Strength — Health coverage is described as comprehensive, including medical, dental, vision, life, disability, wellness initiatives, and EAP support. Some roles also receive company support that can significantly offset employee-premium costs.
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Retirement Support — The retirement program combines a 401(k) with employer matching and additional non-elective company contributions. This design provides support beyond a standard match to bolster long-term savings.
H.B. Fuller Insights
What We Do
H.B. Fuller is a leading global adhesives provider focusing on perfecting adhesives, sealants and other specialty chemical products to improve products and lives. Your day probably begins and ends with us. Just about everywhere you look – including the windows through which you see and the magazines you read – you’ll find industrial adhesives and sealants produced by H.B. Fuller. Most likely, we made the glue holding together your cereal box, the seals that keep your refrigerator airtight, and the specialty adhesive in your baby’s disposable diaper. While our products are virtually invisible, they play a vital role in ensuring the quality and convenience of modern life. We take pride in working with our customers to add value. At H.B. Fuller, we are committed to connecting what matters, bringing together people, products and processes that answer and solve some of the world's biggest adhesion challenges. Through our reliable, responsive technical service, we create lasting, rewarding connections with customers in the packaging, hygiene, electronic and assembly materials, automotive, paper converting, woodworking, construction, general assembly and consumer goods industries. And, we are committed to building an environment where employees are engaged, challenged and given an opportunity to drive superior results. We firmly believe that our employees drive the success of the company. With long-term, profitable growth as the ultimate goal, we strive to cultivate an environment that offers stimulating and financially rewarding opportunities
