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Account Manager

H.B. Fuller

Posted on February 12, 2020

4 - 5 years Cairo - Egypt

Any Graduation. Any Nationality

Opening 01

Job Description

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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.
POSITION OVERVIEW
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:
PRIMARY DUTIES
Responsible for sales territory SIU Flexible Packaging In Egypt and Packaging and Converting for Morocco, Algeria, Libya, Mauritania for a customer base around 25 in 2020 going up to 75 in next 3/4 years.
Responsible for 1.5M Euro in 2020 with plans to develop business with added new territories to 4 M euro in next 3/5 years 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


Accounts / Taxation / Audit / Company Secretary

Desired Candidate Profile


MINIMUM REQUIREMENTS
7 years of relevant sales experience; related industry and B2B experience and related degree required
Experience in flexible packaging and tape and label market
Outstanding Commercial skills at all level of contacts
Demonstrated sales experience with proven track record
Proficient command of Arabic, English and French languages.
Experience with PC skills in Windows environment
A disciplined yet creative approach
Good reporting skills.
PREFERRED QUALIFICATIONS
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.
Knowledge
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

Keywords

Account Manager

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H.B. Fuller


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