Strategic Account Manager - Automotive Adhesives

In this Strategic Account Manager role, you will lead a portfolio of regional strategic accounts in Germany (remote) to drive profitable growth and strengthen partnerships. You’ll craft and execute account plans, coordinate cross-functional resources, and advance H.B. Fuller’s value proposition. You’ll work with procurement, technical, and operations stakeholders to ensure customer success and long-term loyalty. This position combines strategic planning with hands-on negotiations and growth execution.

• Develop and execute short- and long-term strategic account plans to defend, retain, and grow assigned accounts
• Achieve annual sales, volume, and contribution margin targets
• Identify and manage a sales funnel to drive future growth opportunities
• Build relationships with procurement, technical, production, and other customer stakeholders
• Lead pricing and commercial negotiations using value-based selling
• Promote and quantify H.B. Fuller’s value proposition to differentiate solutions and strengthen customer loyalty
• Coordinate internal resources (R&D, customer service, supply chain) to support customer success
• Anticipate customer needs through understanding of strategies, markets, and trends
• Allocate 20–30% of time to prospecting and new business development
• Maintain accurate customer, opportunity, and account information in Salesforce.com and other systems

• Bachelor’s degree in Chemistry, Engineering, Marketing, Business, or related technical field
• Minimum 6 years of industrial sales experience; technical or marketing background considered
• Experience managing strategic/regional/key accounts in a B2B environment
• Proven track record of sales growth, profitability, and customer retention
• Experience negotiating commercial agreements and pricing with procurement and stakeholders
• Proficiency with Salesforce.com and sales planning tools
• Valid driver’s license and ability to travel extensively within the territory
• Authorized to work in the country of location

• relationship-building
• communication
• negotiation
• CRM platforms (Salesforce.com)
• sales planning tools
• value-based selling