• Drive growth of custom adhesive solutions within a defined market or territory of large, complex accounts • Identify new business opportunities, expanding existing strategic relationships, and delivering profitable revenue growth • Partner cross‑functionally to deliver innovative, customer‑focused solutions aligned with H.B. Fuller’s growth objectives • Lead development, lead generation, and growth of custom adhesive solutions within assigned territory and strategic accounts • Allocate approximately 60% of time to prospecting and hunting new business, including acquisition of new strategic accounts • Manage a portfolio of large regional, single‑site, and multi‑site customers with complex, decentralized purchasing structures • Conduct market and customer research to identify needs, assess share of wallet, and uncover growth opportunities • Build deep customer relationships across procurement, technical, production, and leadership stakeholders • Develop and execute strategic account growth plans aligned with H.B. Fuller innovation and commercial objectives • Negotiate complex commercial agreements with procurement and headquarters stakeholders to achieve win‑win outcomes • Collaborate with R&D, technical service, supply chain, and internal sales teams to deliver tailored solutions • Analyze market and industry trends, competitor activity, and customer strategies to inform sales planning • Utilize Salesforce.com, FLIP pricing tools, and sales processes consistently to manage opportunities and pipeline • Deliver effective presentations and communicate clearly across internal and external audiences • May coach or lead one or more direct reports