We at H.B. Fuller embrace a shared set of beliefs and competencies that direct the way we operate and express our fundamental principles about how we will achieve success. We strive to hire talent that demonstrates our beliefs and our competencies.
The target of the position is the attainment of the defined sales objectives. Sales, contribution margins and market share in segments are to be expanded systematically with suitable, independently determined or business driven strategies. The following main tasks can be derived:
Responsible for sales territory SIU EoL, Packaging, Graphic arts, Labeling and DA.
Responsible for annual revenue of 800K euro
Sales, Results and Cost Responsibilities: accountable for accurate planning and reporting
Expand and secure existing customer relations
Specific talks with customers and developers for general product consultancy, establishing specific demands, finding out about new product possibilities and identifying potential improvements.
Monitoring market trends; actively participating in defining gaps and propose solutions
Implement new products / systems or complementary product to the market as well as penetrating newly defined market areas
Work in close cooperating with Area Technical Managers and technical labs
7 years of relevant sales experience; related industry and B2B experience and related degree required
Solid Experience in Morocco, Alegria, Libya and Sudan markets.
Experience in EoL , Packaging , Graphic arts, Labeling and DA.
Outstanding Commercial skills at all level of contacts
Demonstrated sales experience with proven track record
Ability to communicate in Arabic and English
Strong oral and written language skills
Experience with PC skills in Windows environment
A disciplined yet creative approach
Good reporting skills.
Sales Competencies & Behaviors
Negotiation: Negotiates more complex situations within and outside of the organization. Thoughtfully develops creative solutions that satisfy all parties.
Territory Management: A solid understanding of business, financials, products/services, the market and the needs of assigned accounts; may help to develop colleagues' understanding of business and other development needs.
Presentation: Comfortably presents to a broad and diverse group, maintaining group focus and appropriately responds to unrehearsed questions. Progresses agenda.
Questioning/ Listening: Actively listens to others; asks appropriate questions indicating interest in customers business with broad knowledge of the subject; focuses without interruption; evaluates verbal statements and nonverbal behavior to gain insight; responds appropriately in a non-judgmental manner.
Communication: Delivers accurate, clear, and concise messages. Presents an open persona that encourages even the most reluctant person to express his/her views. Demonstrates the ability to recognize when others are having difficulty understanding his/her messages and adapts style appropriately.
Prospecting: Applies effective techniques, promptly establishes connection with key contacts at new prospects with relevant messaging, assesses needs / interest and prioritizes in own pipeline activity.
Team Player: Seeks to work with teams. Encourages people with opposing viewpoints to express their thoughts. Assumes accountability for team goals.
Technical knowledge of products & services: Applies problem-solving skills using technical knowledge, and is able to independently, technically support customers
Sales Process & Sales Tools: Creates advantage through deep understanding of customer needs and accelerates sales process by selecting the right opportunities
Trends in market & Industry: Has a broad understanding of markets and industry, and frequently weaves knowledge into conversations with customers
Supply chain: Is able to optimizes offer for the customer and HBF by creatively using supply chain knowledge
Equipment & application process: Able to recommend basic improvements to customers' processes
Substrate: Has broad working knowledge of multiple substrates with advantages and disadvantages of each
Business Acumen: Consistently applies pricing strategy to achieve margin goals; has broad understanding of all key business concepts.
Accountabilities: Ability to train & mentor entry / new sales roles; Demonstrates 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
Degree of Supervision :Low degree of supervisory contact
For additional information on H.B. Fuller or to apply on-line go to: http://www.hbfuller.com/
To all recruitment agencies: H.B. Fuller does not accept agency resumes unless directly engaged by Human Resources. Please do not forward any resumes to Human Resources or any employees. H.B. Fuller is not responsible for any fees related to unsolicited resumes.