H.B. Fuller is a leading global adhesives provider focusing on perfecting adhesives, sealants, and other specialty chemicals across all industries throughout the world. While our products are virtually invisible, they play a vital role in ensuring the quality of modern life, and we are committed to connecting what matters to solve some of the world's biggest adhesion challenges.
Job Location: Durban, KwaZulu-Natal
To achieve this, the Sales Professional will:
- Manage, maintain, and grow own territory and is accountable for delivering results in line with the targets agreed with the line manager at the beginning of the performance year.
- Consistently apply the H.B. Fuller sales excellence process and use of all sales tools (SFDC).
- Develop a sales funnel for future growth opportunities.
ACCOUNTABILITY
- Delivering annual business results, aligned with business plan, sales, CM, and volume.
- Focus effort on delivering growth and maintain existing business to deliver plan and targets.
- Negotiate pricing and margin (aligned with the business) using value selling and the flip pricing tool.
CUSTOMER FOCUS
- Drive customer intimacy by delivering H.B.F’s value proposition tailored to the needs of the customer.
- Promote, quantify, and expertly sell value, differentiating H.B. Fuller by adding value to our customers.
- Realize customer loyalty and minimize erosion.
- Anticipate current and future needs of the customer through deep understanding of the customer’s business.
- Promote and sell H.B. Fuller products and technology, enhancing our position in the market as an innovative leader.
SALES COMPETENCIES & BEHAVIORS
- Negotiates skillfully in more difficult situations; understands the needs of the customer and incorporates that knowledge. Gains trust quickly from key contacts at the customer.
- Developing an understanding of business, financials, products/services, the market, and specific needs of assigned territory/accounts.
- An effective presenter for simple and complex topics in a variety of settings, both inside and outside the organization.
- Increases listening skills through practice; asks clarifying questions for increased understanding. Restates and accurately summarizes key messages.
- Consistently delivers timely, accurate, and concise messages orally and/or in writing to effectively inform an individual or group. Adapts style to the needs of individuals or groups to ensure his/her message is understood.
- Creative in finding new sources of business and applying the latest techniques for cultivating customer leads, and is consistent in applying the agreed amount of prospecting time and effort.
- Willingness to take on additional responsibilities to facilitate the achievement of individual and team goals. Invites and builds upon the ideas of others.
- Basic knowledge of contracting legislation.
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