Account Manager - Wood & Composite Adhesives

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.

H.B. Fuller is seeking a results-driven Account Manager to grow and retain adhesive product market share, within our Wood & Composite business segment. This role is responsible for managing a portfolio of regional accounts, developing new business opportunities, and delivering value-based solutions to customers across the Western US.

Territory - California, Arizona, Utah, Nevada, Oregon, Idaho, Washington and Montana.
Ideal candidate will reside in California, Arizona, Oregon or Washington

Primary Responsibilities

Customer & Sales Focus

• Manage a territory with $5.9M in revenue responsibility

• Focus on long, consultative sales cycles (6–12 months) with multiple stakeholders

• Drive 20% business development while maintaining and growing existing accounts

• Apply specialized technical knowledge to support customer needs and product demonstrations

• Deliver pricing and margin aligned with business strategy using value-selling techniques

Customer Value Creation

• Build strong customer relationships and deliver tailored value propositions

• Promote and sell innovative H.B. Fuller technologies

• Provide market insights and strategic guidance to customers

• Demonstrate ability to teach customers about trends and solutions

Functional Excellence

• Independently manage technical problem-solving and product demonstrations

• Utilize Salesforce and other tools to manage pipeline and forecasting

• Maintain compliance with all EHS requirements

• Provide timely reporting and collaborate cross-functionally

Business Acumen

• Implement pricing strategies and manage profitability

• Optimize offers using supply chain knowledge

• Manage expenses and contribute to overall business efficiency

Sales Competencies

• Strong negotiation, presentation, and communication skills

• Effective territory and time management

• Proven ability to prospect, listen actively, and influence decision-makers

• Team-oriented with a collaborative mindset

Minimum Requirements

• Bachelor’s degree

• 5+ years of B2B sales experience

• Valid driver’s license and ability to travel within the territory – up to 70%

• Ability to lift and carry up to 50 lbs.

Preferred Requirements

• Bachelor’s degree in technical, mechanical, marketing, or chemistry field

• Adhesives sales experience

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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, 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.