H.B. Fuller

Sales

• Drive growth by retaining existing business and developing new opportunities
• Apply H.B. Fuller sales processes and maintain accurate CRM data
• Build a qualified sales funnel and provide reliable forecasts
• Conduct value‑based selling, pricing, and margin negotiation
• Deliver customer-focused solutions and gather Voice of Customer insights
• Promote innovative technologies and support product positioning
• Manage time, travel, and expenses to plan
• Provide timely reporting and collaborate with internal stakeholders

Technical Sales Professional II

Risk

• Establish and maintain the Company’s global sustainability-related financial disclosure governance framework, including policies, procedures, controls, and accountability structures.
• Serve as the management owner for sustainability and sustainability-related financial disclosure governance, including escalation, review, and approval processes.
• Coordinate sustainability disclosure oversight activities with and prepare periodic report outs to Executive Leadership, Sustainability Committee, Finance Leadership, and the Audit Committee.
• Lead enterprise-wide compliance with sustainability-related disclosure requirements, including SEC climate-related disclosure rules, including financial statement impacts, capitalized costs, expenditures, and assumptions related to climate risks.
• Ensure sustainability disclosures are fully aligned with financial reporting under U.S. GAAP and IFRS, as applicable.
• Own the integrated sustainability and financial disclosure calendar and ensure timely, accurate reporting across all required channels.

Director, Corporate Sustainability Governance – Disclosure

Marketing

• Develop deep expertise in customer applications, end markets, industry trends, and competitive dynamics within the Polymers segment
• Identify market growth and innovation opportunities using voice of customer (VOC), market data, and cross-functional collaboration
• Lead strategic marketing initiatives to build awareness of the Polymer business, including growth market targeting, trade shows, digital channels, and Knowde microsites
• Partner with Marketing Communications, Commercial, and R&D to create and deliver compelling content such as presentations, sell sheets, videos, blogs, and digital assets
• Own end-to-end product line management, including product lifecycle strategy, pricing segmentation, and promote/non-promote/eliminate decisions within FLIP and ERP systems
• Analyze product line profitability and capacity utilization to optimize portfolio performance and identify opportunities to improve EBITDA
• Track, measure, and report financial impacts of key product line management initiatives, including P&L and balance sheet considerations
• Collaborate with Finance, Costing, and Operations to ensure accurate product cost visibility and system alignment
• Serve as innovation project manager for stage-gated initiatives, including NPD, NPL, PLE, and special technology or supply-related projects
• Coordinate product launches, innovation dashboards, project milestones, system setups (SAP, FLIP), and go-to-market execution

Strategic Marketing Specialist

Account Manager

• Develop and execute short‑ and long‑term account strategies focused on growth, profitability, and risk management
• Own annual sales, margin, and volume results for assigned accounts
• Lead pricing and margin strategy, including customer negotiations using value‑based selling
• Drive new business growth through structured prospecting and development of strategic opportunities
• Maintain a robust, forward‑looking sales pipeline to support long‑term growth and diversification
• Serve as a strategic partner to customers by providing insights on market trends and industry dynamics
• Collaborate with R&D, technical service, and marketing to support trials, new customer development, and commercialization
• Partner with distribution partners to align strategies and drive joint growth initiatives
• Optimize portfolio mix, pricing, and volume to deliver commercial objectives

Strategic Account Manager

Manager

• Lead the Application Engineering or Technical Service team to deliver technical solutions and application support to customers.
• Analyze customer requirements, recommend suitable products, conduct product demonstrations, and provide on-site troubleshooting.
• Organize and monitor field trials and validation processes for new product applications.
• Document all technical activities (audits, trials, feedback) using CRM systems.
• Develop and deliver technical training sessions for customers and internal teams.
• Collaborate with Sales, R&D, and Operations teams on product development or application improvement initiatives.

Technical Service Manager

Field Engineer

• Lab Assessments – manage customer substrates preparation/storage, schedule coater, run lab assessments on coaters, complete all testing and prepare a formal report summarizing results.
• Application Specification – Create new test methods when appropriate and prepare formal documentation for results.
• Quality Complaints – to obtain internal data from HBF manufacturing to evaluate complaints. Run trials/tests in the lab or on the coater to verify possible quality issues.
• Customer Demonstrations – Complete pre-demo plan, travel to customer location to run demonstration, prepare formal documentation of demonstration.
• Market Assessment – collect samples products from stores and evaluate market trends, product differences/similarities and adhesive usage.
• Product Recommendation – Determine the best product recommendations based on substrates & performance requirements. Run preliminary testing of adhesives to screen best candidates.
• Communication – formal reports will be completed of each project, updates to the Business Area and Technical Area on project status & priorities.

Technical Service Engineer II

• Develop and execute annual/quarterly sales targets, marketing strategies, and action plans
• Be fully accountable to achieve regional sales KPIs
• Maintain senior-level relationships with key clients and strategic partners
• Handle major business negotiations and contracts
• Work closely with finance & operation to improve AR and Inventory
• Offer reliable, customer-focused performance and take complete ownership of daily business activities

Business Development Rep

• Drive growth of custom adhesive solutions within a defined market or territory of large, complex accounts
• Identify new business opportunities, expanding existing strategic relationships, and delivering profitable revenue growth
• Partner cross‑functionally to deliver innovative, customer‑focused solutions aligned with H.B. Fuller’s growth objectives
• Lead development, lead generation, and growth of custom adhesive solutions within assigned territory and strategic accounts
• Allocate approximately 60% of time to prospecting and hunting new business, including acquisition of new strategic accounts
• Manage a portfolio of large regional, single‑site, and multi‑site customers with complex, decentralized purchasing structures
• Conduct market and customer research to identify needs, assess share of wallet, and uncover growth opportunities
• Build deep customer relationships across procurement, technical, production, and leadership stakeholders
• Develop and execute strategic account growth plans aligned with H.B. Fuller innovation and commercial objectives
• Negotiate complex commercial agreements with procurement and headquarters stakeholders to achieve win‑win outcomes
• Collaborate with R&D, technical service, supply chain, and internal sales teams to deliver tailored solutions
• Analyze market and industry trends, competitor activity, and customer strategies to inform sales planning
• Utilize Salesforce.com, FLIP pricing tools, and sales processes consistently to manage opportunities and pipeline
• Deliver effective presentations and communicate clearly across internal and external audiences
• May coach or lead one or more direct reports

Business Development Manager – General Industries

• Serve as a technical resource for H.B. Fuller roofing products, applications, and application equipment within the assigned territory.
• Call on distributors, roofing contractors, equipment manufacturers, and roofing system manufacturers.
• Provide onsite and remote support including product start‑ups, application troubleshooting, and ongoing technical assistance.
• Conduct customer training on product specifications, application methods, equipment usage, and best practices.
• Support trade shows, distributor events, and contractor engagement activities alongside sales partners.
• Apply application and equipment expertise to identify unmet customer needs, investigate claims, and recommend process or product improvements based on data‑driven conclusions.
• Conduct product demonstrations, document results, and communicate outcomes to customers and internal stakeholders.
• Identify market trends, application challenges, and innovation opportunities; communicate insights to Sales, Marketing, and R&D.
• Support new product launches through training, field trials, and customer feedback collection.
• Maintain strict adherence to safety guidelines, industry regulations, and proper use of personal protective equipment.

Roofing Sales Professional

Engineer

• Lead and execute complex capital projects using the corporate CAPEX Stage Gate process from initiation through commissioning.
• Manage project scope, schedules, and budgets to ensure on‑time, within‑budget delivery.
• Prepare capital expenditure requests, cost estimates, project proposals, and business justifications.
• Develop engineering specifications, bid packages, and contractor scopes in alignment with corporate standards.
• Evaluate manufacturing operations for automation, productivity improvement, and cost‑reduction opportunities.
• Oversee procurement, construction, installation, and start‑up of new manufacturing systems (“cradle‑to‑grave” ownership).
• Coordinate cross‑functional teams and plant resources to minimize downtime during project execution.
• Screen, hire, and manage contractors; direct internal support personnel and vendors to complete project objectives.
• Review and approve engineering drawings, equipment selections, and vendor proposals.
• Ensure all projects comply with environmental, safety, and regulatory requirements, including proper operator training and startup readiness.

Senior Project/Process Engineer

• Demonstrate an ability to communicate and influence at all levels
• Technically competent and independently able to manage demonstrations and technical problem-solving
• Focused on growth (larger opportunities), and optimizing price and profitability
• Accountable for delivering results
• Ability to train & mentor entry/new sales roles
• Drive customer intimacy by delivering HBF’s value proposition tailored to meet the needs of the customer
• Promote, quantify and expertly sell value, which differentiates H.B. Fuller in the market and adds value to our customers
• Identify, develop and close new business opportunities and communicate forecasting needs to the business
• Implement business pricing strategy based on business guidelines, expertly delivers price increases thereby enabling prices to stick
• Apply effective prospecting techniques, promptly establish connection with key contacts at new prospects with relevant messaging, and assess needs/interest
• Broad understanding of markets and industry, and frequently weaves knowledge into conversations with customers
• Optimize offer for the customer and H.B. Fuller by creatively using supply chain knowledge

Account Manager – Adhesive Coated Solutions

• Deliver territory and business results by retaining current business in the defined territory
• Develop a sales funnel for future growth opportunities
• Consistently manage activities to ensure EHS requirements are followed
• Identify, develop and close new business opportunities

Sales Professional

• Develop and execute marketing and sales strategies to drive revenue growth and profitability
• Lead, coach, and develop a sales force and technical support team to deliver customer value
• Own P&L performance, including revenue, margins, EBITDA, and operating income
• Identify market opportunities through competitive analysis, pricing strategy, and segmentation
• Negotiate high-level contracts and close new business opportunities
• Establish forecasting, targeting, and sales performance tracking plans using CRM tools
• Partner with cross-functional leaders to improve service levels and customer experience
• Coordinate demand planning with operations and supply chain through S&OP processes
• Build and execute the talent and resource plan for the business unit

Mobility Business Manager

• Deliver annual sales, contribution margin, and volume growth aligned with business plans.
• Maintain and expand existing business while identifying and closing new opportunities.
• Negotiate pricing and margins using value‑selling strategies and the Flip Pricing tool.
• Execute pricing strategies and ensure successful implementation of price increases.
• Act as a technical advisor, performing product demonstrations and resolving application challenges.
• Build strong customer intimacy and tailor H.B. Fuller’s value proposition to customer needs.
• Forecast accurately, manage territory activities, and maintain clear documentation in Salesforce.com.
• Collaborate cross‑functionally with R&D, Technical Service, and Supply Chain teams.

Account Manager – Technical

• Identify and develop new business opportunities within the medical electronics market
• Lead global growth strategies and work closely with OEMs and EMS partners
• Convert data-driven insights into growth plans and optimize resource allocation
• Allocate approximately 60% of time to customer opportunity development
• Deliver comprehensive adhesive solutions with emphasis on UV‑curable materials
• Build and maintain strong partnerships with OEMs and EMS providers
• Ensure regulatory compliance throughout product development and delivery
• Manage complex, global technical projects by coordinating cross‑functional teams
• Utilize Salesforce and pricing tools to manage pipeline and forecasting