Strategic Account Manager - BTRS

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 2025 revenue of $3.5 billion, our mission to Connect What Matters is brought to life by more than 7,100 global team members who collaborate with customers across more than 30 market segments in 150 countries to develop highly specified solutions that enable customers to bring world-changing innovations to their end markets. Learn more at www.hbfuller.com.

Location

• Remote - Midwest/Central United States preferred
• Travel: Up to 50%

Position Overview

The Strategic Account Manager is responsible for growing and managing customer relationships within the Bus, Truck, Rail, and Specialty Vehicles (BTRS) market, including Trailer, Marine, Agricultural, and Heavy-Duty Truck segments. This role sells H.B. Fuller Adhesives, Sealants, and Coating technologies while driving profitable growth through strategic account management, customer development, and new business acquisition.

The successful candidate will develop and execute account strategies, identify growth opportunities within existing and prospective customers, and partner cross-functionally with R&D, Operations, Customer Service, and Commercial teams to deliver value-based solutions that support customer success and achieve business objectives.

Primary Responsibilities

Business Development & Growth

• Develop and maintain a robust sales funnel to support future growth opportunities.
• Identify, prospect, and develop new customer relationships within assigned markets.
• Dedicate approximately 50-60% of time to growth initiatives, including pursuit of larger opportunities and new business development.
• Drive diversification of the customer base and target markets.
• Achieve sales, volume, margin, and profitability objectives.

Strategic Account Management

• Develop and execute short- and long-term strategic account plans.
• Drive account growth while managing profitability and business risk.
• Maintain accountability for delivering annual sales, margin, and volume targets.
• Conduct monthly business reviews with leadership.
• Negotiate pricing and commercial agreements using value-selling principles and approved pricing tools.

Customer Engagement

• Build and strengthen customer relationships through customized value propositions.
• Develop a deep understanding of customer business strategies and adhesive needs.
• Identify opportunities to expand partnerships and increase market share.
• Deliver value-based solutions that strengthen customer loyalty and reduce competitive threats.
• Serve as a trusted advisor by providing insights on industry trends, market developments, and raw material dynamics.

Cross-Functional Collaboration

• Consistently utilize established sales processes and CRM tools.
• Partner effectively with R&D, Operations, Customer Service, and other internal teams to support customer needs and business objectives.
• Coordinate resources to ensure successful execution of account growth strategies.

Minimum Requirements

• Minimum 6 years of industrial sales experience.
• Demonstrated success building and managing customer relationships.
• Experience proactively partnering with customers to exceed expectations.
• Ability to quickly learn and communicate technical concepts.
• Strong verbal, written, and presentation skills.
• Ability to work independently and manage a territory effectively.
• Valid driver's license.
• Ability and willingness to travel up to 50%.
• Ability to lift and carry up to 50 pounds.

Preferred Requirements

• Bachelor's degree in Marketing, Engineering, Business, or a related technical field.
• Experience selling adhesives, sealants, coatings, or related industrial products.
• Experience with value-based selling methodologies.
• Background supporting transportation, trailer, marine, agricultural, heavy-duty truck, or related industrial markets.
• Proven ability to drive profitable growth within strategic accounts.

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Pay is based on several factors including but not limited to education, work experience, certifications, and geographic location.

In addition to your salary, H.B. Fuller offers employees a competitive total rewards package including comprehensive benefits, incentive and recognitions programs, health & wellness benefits, 401K contributions, paid time off and paid holidays. Eligibility may vary.

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, age, 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.