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.
Position Overview
The role is responsible for developing a strong pipeline of prospective customers for H.B. Fuller and securing new business opportunities. This position requires consistent outbound outreach, CRM management, and collaboration with internal teams to support customer needs. The individual will influence decision makers across multiple levels, identify opportunities through research and cold outreach, and work with Account Managers to support customer site visits and technical trials.
Primary ResponsibilitiesSales Development & Pipeline Management
- Develop a robust pipeline of potential H.B. Fuller customers to generate new business.
- Make 40–50 outbound calls per day.
- Record all customer conversations and activities in CRM.
- Meet targeted levels of customer meetings (telephone meetings).
- Meet targeted goals for number and dollar value of new business opportunities.
- Ensure potential customers view H.B. Fuller as a partner by delivering excellent service and professional sales representation.
- Engage in technical discussions to determine customer requirements and expectations.
- Explore effective product and service solutions aligned with customer needs.
- Influence and gain alignment with internal and external decision makers at all organizational levels.
- Identify and develop new business opportunities using tools such as LinkedIn.
- Conduct cold calling, market research, and lead sourcing.
- Determine business requirements and expectations through verbal and written communication.
- Identify and build relationships with decision makers and influencers.
- Develop, enter, and update opportunities in CRM.
- Close new business, including creating pricing recommendations and supporting contract development.
- Partner with H.B. Fuller Account Managers to coordinate customer site visits for line trials and audits.
Minimum Requirements
- Bachelor’s degree in a technical, mechanical, or marketing field or equivalent experience.
- Fluent Chinese necessary.
- 2–4 years of professional sales experience driving new business opportunities with multiple technical product lines; industrial chemical industry preferred.
- Demonstrated experience in sales, prospecting, and new business development.
- Excellent verbal and written communication skills, including the ability to deliver presentations through electronic platforms.
- Proven ability to influence via phone, access decision makers, develop relationships, and close sales.
- Strong computer proficiency, including MS Office Suite, CRM/database experience, and internet-based software tools.
- Ability to sell at all levels within an organization.
- Strong organizational skills with a process‑ and data‑driven approach, including timely and accurate reporting.
- Ability to work independently and within a team environment.
Preferred Requirements
- Experience in the industrial chemical industry.
- Prior success selling multiple technical product lines or product families.
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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.
Top Skills
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
