Key Account Manager

As the largest pureplay adhesives company in the world, H.B. Fuller’s (NYSE: FUL) innovative, functional coatings, adhesives and sealants enhance the quality, safety and performance of products people use every day. Founded in 1887, with 2023 revenue of $3.5 billion, our mission to Connect What Matters is brought to life by more than 7,000 global team members who collaborate with customers across more than 30 market segments in over 140 countries to develop highly specified solutions that enable customers to bring world-changing innovations to their end markets.

Key Account Manager

Location: Ohio and Michigan Territory

Must be a resident of Ohio or Michigan.

Position Overview

H.B. Fuller Medical Adhesive Technologies is seeking a highly specialized and experienced Vascular Access Key Accounts Manager for the Michigan-Ohio Territory. The primary responsibility of this position is to achieve or exceed the sales forecast. The Key Account Manager will also manage, coordinate, and conduct Value Analysis Committee (VAC) presentations to secure approval for SecurePortIV® adhesive in hospital systems. The role involves managing a five-step sales process to gain adoption of the technology, ensuring consistent orders, and fostering continued growth across multiple hospital departments.

Primary Responsibilities

• Achieve or exceed sales forecast for the Michigan-Ohio Territory.
• Manage, coordinate, and present to Value Analysis Committees (VAC) in hospitals and hospital systems.
• Guide accounts through a five-step process: Initial Contact, Presentation, Trial and VAC Approval, In-service, and Account Closure.
• Drive account adoption of SecurePortIV® adhesive and secure consistent monthly orders.
• Develop and grow accounts by cross-selling across departments such as Infection Control, ICU, NICU, Pediatrics, ER, Interventional Radiology, Anesthesia, Dialysis, and more.
• Cultivate new business in an undeveloped territory by educating potential customers on the benefits of SecurePortIV®.
• Serve as the primary contact for new accounts, developing relationships and driving continued account growth.
• Build a network of influential stakeholders within target hospital accounts, including Infection Control and Vascular Access personnel.

Minimum Requirements

• 2 years of experience in vascular access sales or medical device sales.
• Alternatively, experience as a vascular access nurse with a strong network in Infection Control and Vascular Access.
• Bachelor’s degree required.
• Strong ability to work independently and manage territory with minimal supervision.
• Self-motivated with an entrepreneurial mindset and a proactive approach to generating new leads.
• Willingness to travel approximately 50% of the time, including overnight travel as needed.

Preferred Requirements

• Experience presenting to and managing relationships with Value Analysis Committees (VAC).
• Demonstrated success in sales in an undeveloped or competitive territory.
• Ability to develop deep relationships with hospital departments beyond the primary target area.
• Experience in the medical device industry with a focus on vascular access and infection control technologies.

Pay is based on several factors including but not limited to education, work experience, certifications, and geographic location.

The salary for this role is $90,000 - $100,000. In addition to the base salary, this position is eligible to participate in a Sales Incentive Plan.

In addition to your salary, H.B. Fuller offers employees a competitive total rewards package including comprehensive benefits, incentive and recognitions programs, health & wellness benefits, 401K contributions, paid time off and paid holidays. Eligibility may vary.

H.B. Fuller is an Equal Employment Opportunity employer and proud to have created a collaborative culture where employees around the world are seen, heard, and respected. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, or marital status or status as a protected veteran, or any other legally protected classification.

H.B. Fuller does not accept unsolicited resumes from recruiters, employment agencies, or staffing firms. To conduct business with H.B. Fuller, a written service agreement must be executed by Human Resources prior to submitting any information relating to a potential candidate. Without a signed service agreement, H.B. Fuller shall not be obligated for payment of any fee or compensation.