Sales Engineer

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.

The Associate II is expected to: • Partner with experienced sales professional/s to learn business. In addition individual is accountable for their own self development beyond training provided and mentoring from seniors. • After initial training, accountable for delivering territory and business results. • Should be familiar with sales processes and systems ACCOUNTABILITY FOR RESULTS • Sales professional is accountable for delivering annual business results, aligned with business plan, sales, CM and volume • Growth – focuses effort on delivering growth and maintains existing business to deliver plan CUSTOMER FOCUSED – CREATING VALUE • Drive customer intimacy by delivering HBF’s value proposition tailored to meet the needs of the customer • Consistently deliver value to our customers to realize customer loyalty and minimize erosion • Promote and sell latest H.B. Fuller products and technology thereby enhancing our position in the market as an innovative leader DEMONSTRATES FUNCTIONAL EXCELLENCE • Consistently manage activities to ensure all EHS requirements are followed • Leverage all sales processes, including salesforce.com, consistently applies the H.B. Fuller sales process • Identify, develop and close new business opportunities and communicate forecasting needs to the business • Manage time by balancing effort between existing business and new business pipeline • Provide timely monthly reports and all necessary internal/external communication, and collaboration with other stakeholders DEMONSTRATES BUSINESS ACUMEN • Promote H.B. Fuller products and technologies to optimize profitability • Manage T&E expenses to budget EMBRACES CHANGE AND INNOVATION • Provide voice of the customer feedback into the organization • Promote and sell innovative H.B. Fuller technologies that create competitive advantage and optimize value for customers • Adapt easily to a dynamic environment and maintain high levels of motivation and engagement SALES COMPETENCIES & BEHAVIORS • Negotiating: Diplomatic and starting to gain trust from customers with basic understanding of negotiation skills. • Growing a sales territory: Has basic awareness of business, financials, products/services and the market of assigned territory/accounts. Displays good time management and developing territory planning skills. • Presenting: Effectively presents to and engages individuals and small groups, uses variety of presentation methods. • Questioning / Listening: Actively listens, probes, understands. Listens without interrupting or judging. Asks questions or requests more information to further understanding. High level of curiosity and a thirst for new knowledge, skills learning, etc. • Communicating: Has solid communication skills and consistently applies written and oral communication and direction, and always follows up on agreed actions. • Prospecting: Prioritizes prospecting efforts within assigned territory, and remains motivated while cultivating, adding leads and progressing the sales process, as captured in SFDC. • Being a team player: Initiates collaboration with team and is willing to assist in the delivery of plans. Shares all relevant information with colleagues and customers and consistently seeks input from the team. KNOWLEDGE • Technical knowledge of products & services • Has developing knowledge of product range and chemistries • Understands range of services available to customer, including terms and conditions of sale • Basic user of salesforce.com and FLIP pricing tool • Understands and applies sales process & tools • Has introductory knowledge of markets and industry, and is building knowledge base • Supply Chain: Familiar with location of company plants and supply chain capability, and is able to communicate details with customer as required • Equipment & application process: Basic knowledge of key application processes and application equipment in own territory • Substrate: Basic knowledge of substrates in active markets • Business Acumen: Understands pricing and margin goals, and basic understanding of our business

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.