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: Technical Sales Specialist I

Location: Mumbai

POSITION OVERVIEW

At H.B. Fuller, we embrace a shared set of beliefs and competencies that guide how we operate and how we win in the marketplace. We strive to hire talent that demonstrates strong customer focus, accountability for results, technical excellence, and business acumen.

The Technical Sales Professional – Flexible Lamination Adhesives is responsible for growing and retaining H.B. Fuller’s market share within the flexible packaging segment while delivering profitable growth and superior customer value.

This role combines deep technical expertise in flexible lamination adhesives with commercial and sales responsibility, supporting flexible packaging converters and brand owners across India. The position works closely with customers, Technical Service, R&D, Supply Chain, and Operations to deliver differentiated, value‑based solutions.
 

The role is expected to:

• Manage, maintain, and grow assigned territory and key accounts
• Deliver strong technical and application support
• Consistently apply H.B. Fuller sales processes and tools
• Build a robust sales funnel to support future growth

Primary Responsibilities

 

CORE COMPETENCIES

• Accountability for results
• Customer focused – creating value
• Demonstrates functional excellence
• Demonstrates business acumen
• Embraces change and innovation
• Strong technical, application, and value‑selling skills

ACCOUNTABILITY FOR RESULTS

• Accountable for delivering annual sales, volume, and contribution margin targets aligned with the business plan
• Drive growth while protecting and expanding existing business
• Identify, develop, and close new business opportunities within flexible packaging converters and brand owners
• Negotiate pricing and margins using value selling principles to capture optimum value for H.B. Fuller
• Prepare and execute territory and account growth plans

CUSTOMER FOCUSED – CREATING VALUE

• Build customer intimacy by delivering H.B. Fuller’s value proposition tailored to customer needs
• Act as the technical expert for flexible lamination adhesives, including solvent‑based, solvent‑free, and specialty systems
• Support customers with:
  • Adhesive selection and recommendations
  • Lamination process optimization
  • Troubleshooting quality, performance, and productivity issues
• Conduct on‑site and remote technical support, including trials, pilot runs, and scale‑up activities
• Consistently deliver value to drive customer loyalty and minimize erosion
• Anticipate current and future customer needs through a deep understanding of customer processes and applications

DEMONSTRATES FUNCTIONAL EXCELLENCE

• Independently provide technical service support for standard customer needs, including product trials and demonstrations
• Collaborate closely with R&D and Technical Service teams to provide application feedback and support formulation improvements
• Support new product introductions, localization initiatives, and alternate raw material projects
• Ensure all EHS, quality, regulatory, and food packaging compliance requirements are followed
• Leverage H.B. Fuller sales processes and tools consistently
• Develop strong understanding of the competitive landscape and effectively position H.B. Fuller solutions
• Provide accurate forecasting, opportunity pipeline management, and timely internal communication

DEMONSTRATES BUSINESS ACUMEN

• Implement pricing strategies aligned with business guidelines and ensure price realization
• Promote H.B. Fuller products and technologies to optimize profitability
• Manage commercial discussions including pricing, contracts, and value propositions
• Coordinate with supply chain, planning, and operations teams to manage demand, lead times, and deliveries
• Allocate time and resources effectively between existing business and new growth opportunities

EMBRACES CHANGE AND INNOVATION

• Provide voice‑of‑customer feedback into the organization
• Promote and sell innovative adhesive technologies that create competitive advantage for customers
• Adapt effectively in a dynamic market environment while maintaining high levels of engagement and motivation

SALES COMPETENCIES & BEHAVIORS

• Negotiating: Leads complex negotiations while balancing customer needs and business objectives
• Growing a sales territory: Develops strong understanding of flexible packaging markets, customers, and applications
• Presenting: Effectively presents technical and commercial topics in customer and internal settings
• Questioning / Listening: Actively listens, probes for clarity, and translates customer needs into value‑based solutions
• Communicating: Delivers timely, accurate, and concise communication across stakeholders
• Prospecting: Identifies and develops new business opportunities using structured sales processes
• Being a team player: Collaborates effectively across functions to achieve shared goals

KNOWLEDGE

• Strong technical knowledge of flexible lamination adhesives:
  • Solvent‑based systems
  • Solvent‑free systems
  • Specialty lamination solutions
• In‑depth understanding of flexible packaging structures, substrates, and lamination processes
• Working knowledge of food packaging regulations, quality, and safety standards
• Understanding of converter operations and brand owner requirements
• Sales process, opportunity management, and forecasting discipline

EMPLOYEES SUPERVISED

None (external resources as required)

SCOPE OF RESPONSIBILITY

• Manages assigned territory and key accounts
• Balances technical service, existing business management, and new business development

Minimum Requirement

• Bachelor’s degree in Chemistry, Polymer Science, Chemical Engineering, or related discipline
• Master’s degree is an advantage
• 8–12 years of relevant experience in flexible lamination / flexible packaging adhesives
• Strong preference for candidates with experience at:
  • Flexible packaging converters.
  • Flexible Packaging Adhesive Manufacturers/ Flexpack Adhesive technical services )
  • Adhesive manufacturers serving flexible packaging markets
• Proven experience combining technical service with commercial sales responsibility
• Willingness to travel extensively within the assigned territory

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.