Account Manager - Wood & Composite Adhesives - Remote Eligible

Account Manager

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 manages regional accounts, develops new business opportunities, and delivers value-based solutions across a multi-state territory.

Territory: This position will cover the following states: Texas, Louisiana, Arkansas, Missouri, Kansas, Oklahoma, Colorado, and New Mexico

Preferred location: Houston or Dallas, TX Prefer if candidate resides within 30 miles of a major airport to support travel needs.

Role Characteristics

• Revenue responsibility: $5M–$10M
• Account complexity: Regional accounts requiring moderate customization and regular interaction
• Business development: ~20% of role
• Sales cycle: Long, consultative cycles (6–12 months) with multiple stakeholders
• Territory breadth: Multi-state region requiring extensive customer engagement

Customer & Sales Focus

• Manage a territory with approximately $5.9M in revenue
• Lead long, consultative sales cycles involving multiple decision-makers
• Drive ~20% new business while maintaining and growing existing accounts
• Deliver pricing aligned to strategy using value-selling techniques
• Support customers with technical knowledge and product demonstrations

Creating Customer Value

• Build strong relationships and deliver tailored value propositions
• Promote innovative H.B. Fuller technologies and market insights
• Strengthen customer loyalty by consistently delivering value
• Serve as a strategic partner by sharing industry and raw-material trends

Functional Excellence

• Leverage Salesforce and sales processes to manage pipeline and forecasting
• Balance time between existing accounts and new business development
• Maintain compliance with all EHS requirements
• Collaborate cross-functionally and provide timely reporting

Business Acumen

• Implement pricing strategies and execute price increases effectively
• Manage profitability through strong understanding of supply chain and terms
• Allocate time and resources to support business strategy
• Manage travel and expenses to budget

Sales Competencies

• Strong negotiation, presentation, and communication skills
• Effective territory and time management
• Proven ability to prospect, influence decision-makers, and close deals
• Team-oriented and willing to mentor newer sales team members

Minimum Requirements

• Bachelor's degree
• 5+ years of B2B sales experience
• Valid driver's license; ability to travel up to 70% within the region
• Ability to lift and carry up to 50 lbs.
• Residence within 30 miles of a major airport

Preferred Requirements

• Bachelor's degree in technical, mechanical, marketing, or chemistry field
• Adhesives or specialty materials sales experience

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

The salary for this role is $80,000 - $105,000. In addition to the base salary, this position is eligible to participate in the Sales Incentive Plan.

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.