Distribution Sales Manager / Eastern US and Canada

Summary: 
The Distribution Sales Manager – Eastern Region will be responsible for delivering sales growth in multiple market segments with a full range of adhesive technologies through a network of independent and indirect channel partners comprised of distribution, OEM’s, and private label accounts.  The Distribution Sales Manager is expected to implement the strategic plan, develop annual budgets, develop / execute account strategies, while managing the day-to-day operations of the Region.   In addition, the qualified candidate must have the ability to build deep relationships and develop a strong understanding of the Distributor’s business to identify opportunities for growth.  The Distribution Sales Manager is expected to work, and gain alignment with, Geographic Sales Managers and Regional Account Managers (HB Fuller direct sales resources) to promote and execute business opportunities in the field with local Distributor Sales Teams.  The Distribution Sales Manager will report to the Distribution Director and will be responsible for delivering double digit growth, with an initial base business of $ 20 million, comprising 25 distributors covering the Eastern region.

Responsibilities include the following. Other duties may be assigned.
• Implementation & execution of strategic plan and policies for Distribution.
• Development of Annual Budgets and Strategic Account plans for Distributors.
• Develop key metrics to monitor and measure Distributor performance.
• Identify opportunities and track in SalesForce.com.
• Coordinate cross functional support for distribution to achieve channel goals with direct reports (local HBF sales group, technical service, Strategic Accounts, Customer Service, Manufacturing, Supply Management, etc.).
• Channel management and direction of distributors in specific region, including pricing and profit management, new business development, distributor market programs, conducting technical training & webinars, resolution of channel conflict, and relationship management.
• Upgrading and recruitment of channel partners for H.B. Fuller products (that align to the strategic plan)
• Exceed annual financial objectives for distribution including Sales & Profit goals.
• Manage Travel & Expense budget
• 50 -70% travel (to distributors, in-field with distributor sales reps, prospecting and top down selling)

Key Skills & Competencies:
• Accountability for Results   Demonstrates a bias for action – translates goals and objectives into actionable plans and results.
• Fosters Change and Innovation  Seeks solutions that strengthen quality, value, service and effectiveness.  Respectfully challenges the way “things are done” and supports others in doing so.
• Creates Value for Customers  Anticipates and responds to market trends and opportunities.  Delivers on promises made.
• Demonstrates Business Acumen and Business Agility  Knows the specifics of the business.  Engages in effective operational and strategic planning.
• Planning  Scopes out length and difficulty of tasks and projects, sets objectives and goals, measures performance, and evaluates results.
• Conflict Management  Steps up to conflict seeing them as opportunities, reads situations quickly, focused listener, can hammer out tough agreements and settle disputes equitably, and can find common ground to accomplish goals.

Qualifications:
• Bachelors degree in science or engineering preferred.
• MBA preferred.
• Very strong, proven leadership and business skills.
• Excellent analytical skills.
• Excellent conflict resolution, communication and relationship building skills.
• 7+ years commercial experience, preferably with adhesives technologies.
• 5+ years of distribution management in industrial segments.
• Experience with Distribution contract management (Robinson-Patman) and Confidentiality Agreements.
• Track record of continuous process improvement.
• Strong financial comprehension.
• High level of technological and applications savvy.
• Demonstrated ability to execute to an aggressive growth objective.
• Ability to work in a matrix environment.

Location of position is to be determined.

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.