Account Manager - Technical

Position Title: Technical Account Manager – Rigid Packaging
Location: Germany or Poland – Remote (travel across Eastern & South Germany & Poland)

Position Overview

This hybrid commercial–technical role is responsible for growing and retaining H.B. Fuller’s customer base across Eastern and South Germany and Poland. The Technical Account Manager combines full commercial ownership with field‑based application expertise to drive sales, deliver value, and support customers directly on-site. The role independently manages demonstrations, technical troubleshooting, and value quantification while engaging stakeholders at all levels.

Primary Responsibilities

• Deliver annual sales, contribution margin, and volume growth aligned with business plans.

• Maintain and expand existing business while identifying and closing new opportunities.

• Negotiate pricing and margins using value‑selling strategies and the Flip Pricing tool.

• Execute pricing strategies and ensure successful implementation of price increases.

• Act as a technical advisor, performing product demonstrations and resolving application challenges.

• Build strong customer intimacy and tailor H.B. Fuller’s value proposition to customer needs.

• Forecast accurately, manage territory activities, and maintain clear documentation in Salesforce.com.

• Collaborate cross‑functionally with R&D, Technical Service, and Supply Chain teams.

Minimum Requirements

• 3–5 years of B2B technical sales experience or technical experience (e.g., application engineering) within rigid packaging markets.

• Experience with adhesives, coatings, packaging, or process‑related industries, specifically hot melt applications.

• Strong verbal and written communication skills in German, Polish, and English.

• Valid driving license and willingness to travel up to 70%.

Preferred Requirements

• Bachelor’s degree or apprenticeship in a relevant technical field.

• Proven ability to independently support customers with problem‑solving and application expertise.

• Knowledge of customer machinery, substrates, and application processes.

• Strong presentation, negotiation, and territory management skills.

• Familiarity with Salesforce.com and value‑based selling tools.

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