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.
Position Title: Sales Engineer
Position Location: Kaohsiung, Taiwan
Position Overview:
To achieve this, the Sales Professional will:
• Deliver territory and business results by retaining current business in the defined territory (70% of time) and developing new business opportunities (30% of time).
• Consistently apply the HB Fuller sales excellence process and use of all sales tools (SFDC);
• Develop a sales funnel for future growth opportunities.
Primary Duties:
ACCOUNTABILITY FOR RESULTS
• 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 – CREATING VALUE
• Drive customer intimacy by delivering HBF’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
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
Minimum Requirement:
• External: At least 2 years of relevant sales experience (industrial experience preferred).
• Internal: At least 2 years of relevant experience. If moving from a trainee role, must have at least 1 year of achieving sales/profit targets and overall PPA rating of at least Successful. Demonstrates behaviors from Sales Excellence training.
• Bachelors or University Degree with a technical/mechanical, marketing, or chemistry background preferred
• Must have a valid driver’s license and be willing to travel.
• Travel time depends on size/geography of the 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.