H.B. Fuller

Role Description The IT Analyst's role is to plan, design, and help implement efficient business processes and systems in support of core organizational functions. This position elicits and documents business requirements for solutions that will be developed by the Information Technology development teams with an emphasis on business analysis, documentation, high-level design, and task/project planning which supports implementation of the identified solution. This role will apply proven communication, analytical, and problem-solving skills to help maximize the benefit of IT systems investments. Responsibilities - This individual will be involved in a variety of activities centered on the organization’s core systems. The primary customer base served includes internal business users. - Areas of focus include: - Business Analysis [70%] - Participates in the effort to gather and document business requirements for small to medium sized business application projects. - Provide time estimates for completion of project tasks. - Facilitates sessions with business and IT team members to define and document business requirements. - Participates in test strategy development and facilitates sessions with technical staff and business team members to execute test cases. - Documentation and Communication [20%] - Document business processes and business requirements. - Ensures that project and process documentation is created and maintained. - Conduct effective, on-going communication, both written and verbal. - Project Coordination [10%] - Provide project coordination for information technology implementations. - Ensure that the implementations developed follow all global IT guidelines, policies, and standards. - Collaborates with peers, team members, and other departments. - Keep team members and the user community informed about schedules, ongoing plans, and decisions affecting them. - Provide weekly status reports and give timely feedback on problems encountered. Qualifications - Bachelors in BA, CS, or MIS Requirements - Internship in IT/business or 1 – 2 years of IT/business experience Benefits - Pay is based on several factors including but not limited to education, work experience, certifications, and geographic location. - The salary for this role is $65,000 - $75,000. - 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.

• Develop and execute strategic account plans for assigned Automotive OEM and Tier customer accounts. • Drive profitable sales growth and achieve annual revenue, volume, and margin objectives. • Build and maintain strong relationships with key decision-makers across purchasing, engineering, product development, manufacturing, and quality functions. • Identify and develop new business opportunities within automotive exterior applications, including lighting systems, trims, plastic components, tailgates, emblems, sensors, and related assemblies. • Support customers through the complete product qualification and approval process, working closely with Technical Service, R&D, and Product Management teams. • Lead commercial negotiations, contract discussions, and pricing activities using value-based selling principles. • Collaborate cross-functionally to ensure successful customer trials, product launches, and ongoing business support. • Develop a robust opportunity pipeline and maintain accurate account and opportunity information in Salesforce. • Monitor automotive market trends, competitive developments, and emerging technologies to identify growth opportunities.

• Manage, maintain, and grow assigned territory and key accounts • Deliver strong technical and application support • Build a robust sales funnel to support future growth

Role Description The Associate II is expected to: - Partner with experienced sales professional/s to learn business. In addition, the individual is accountable for their own self-development beyond training provided and mentoring from seniors. - After initial training, accountable for delivering territory and business results. - Should be familiar with sales processes and systems. ACCOUNTABILITY FOR RESULTS - Sales professional is accountable for delivering annual business results, aligned with business plan, sales, CM, and volume. - Growth – focuses effort on delivering growth and maintains existing business to deliver plan. CUSTOMER FOCUSED – CREATING VALUE - Drive customer intimacy by delivering HBF’s value proposition tailored to meet the needs of the customer. - Consistently deliver value to our customers to realize customer loyalty and minimize erosion. - Promote and sell latest H.B. Fuller products and technology thereby enhancing our position in the market as an innovative leader. DEMONSTRATES FUNCTIONAL EXCELLENCE - Consistently manage activities to ensure all EHS requirements are followed. - Leverage all sales processes, including salesforce.com, consistently applies the H.B. Fuller sales process. - Identify, develop and close new business opportunities and communicate forecasting needs to the business. - Manage time by balancing effort between existing business and new business pipeline. - Provide timely monthly reports and all necessary internal/external communication, and collaboration with other stakeholders. DEMONSTRATES BUSINESS ACUMEN - Promote H.B. Fuller products and technologies to optimize profitability. - Manage T&E expenses to budget. EMBRACES CHANGE AND INNOVATION - Provide voice of the customer feedback into the organization. - Promote and sell innovative H.B. Fuller technologies that create competitive advantage and optimize value for customers. - Adapt easily to a dynamic environment and maintain high levels of motivation and engagement. SALES COMPETENCIES & BEHAVIORS - Negotiating: Diplomatic and starting to gain trust from customers with basic understanding of negotiation skills. - Growing a sales territory: Has basic awareness of business, financials, products/services and the market of assigned territory/accounts. Displays good time management and developing territory planning skills. - Presenting: Effectively presents to and engages individuals and small groups, uses a variety of presentation methods. - Questioning / Listening: Actively listens, probes, understands. Listens without interrupting or judging. Asks questions or requests more information to further understanding. High level of curiosity and a thirst for new knowledge, skills learning, etc. - Communicating: Has solid communication skills and consistently applies written and oral communication and direction, and always follows up on agreed actions. - Prospecting: Prioritizes prospecting efforts within assigned territory, and remains motivated while cultivating, adding leads and progressing the sales process, as captured in SFDC. - Being a team player: Initiates collaboration with team and is willing to assist in the delivery of plans. Shares all relevant information with colleagues and customers and consistently seeks input from the team. KNOWLEDGE - Technical knowledge of products & services. - Has developing knowledge of product range and chemistries. - Understands range of services available to customer, including terms and conditions of sale. - Basic user of salesforce.com and FLIP pricing tool. - Understands and applies sales process & tools. - Has introductory knowledge of markets and industry, and is building knowledge base. - Supply Chain: Familiar with location of company plants and supply chain capability, and is able to communicate details with customer as required. - Equipment & application process: Basic knowledge of key application processes and application equipment in own territory. - Substrate: Basic knowledge of substrates in active markets. - Business Acumen: Understands pricing and margin goals, and basic understanding of our business. Equal Employment Opportunity 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.

Role Description The Business Development Manager – Aerospace Adhesives drives business growth across the Aviation, Space, and Defense markets by identifying new opportunities, managing product qualifications, and expanding sales with OEMs and distribution partners. This role develops and executes commercial strategies that increase revenue, profitability, and market penetration for H.B. Fuller’s aerospace adhesive solutions. The position collaborates closely with Product Management, R&D, Marketing, and regional commercial teams to deliver customer-focused solutions and achieve sustainable growth. Primary Responsibilities - Develop and execute a commercial growth strategy for the Aerospace Adhesives segment. - Identify, qualify, and convert new business opportunities within Aviation, Space, and Defense markets. - Manage product qualification activities with aerospace OEMs, Tier suppliers, and distribution partners. - Meet or exceed annual targets for revenue growth, contribution margin, and strategic opportunities. - Build and maintain strong relationships with key customers, industry partners, and stakeholders. - Develop and maintain accurate sales forecasts and opportunity pipelines within SFDC. - Collaborate with Product Management, Marketing, and R&D to develop customer-specific solutions and value propositions. - Conduct market, customer, and competitive analyses to identify growth opportunities and market trends. - Lead commercial negotiations and support contract discussions with strategic customers. - Represent H.B. Fuller at customer meetings, industry events, and trade associations. Qualifications - Bachelor's degree in Engineering, Chemistry, Business, Marketing, or a related field. - Minimum 10 years of technical sales, business development, or commercial experience. - Experience managing specification-driven sales processes within industrial or manufacturing markets. - Proven track record of achieving revenue growth and business development objectives. - Experience working with cross-functional teams including Sales, R&D, Product Management, and Marketing. - Strong presentation, communication, negotiation, and relationship management skills. - Ability to travel up to 75%, including domestic and international travel. - Fluent in English, both written and verbal. - Proficiency with CRM systems, preferably Salesforce (SFDC). Preferred Requirements - 10+ years of experience within the Aviation, Space, Defense, or Aerospace materials industry. - Experience selling adhesives, sealants, coatings, composites, or related engineered materials. - Knowledge of aerospace qualification processes, specifications, and OEM requirements. - Proficiency in French and/or German. - Technical background in chemistry, materials science, engineering, or a related discipline. Company Description 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 2024 revenue of $3.6 billion, our mission to Connect What Matters is brought to life by more than 7,500 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.

• Build and maintain strong customer relationships by delivering tailored value propositions. • Negotiate pricing and margins using value-selling techniques and tools to optimize profitability. • Identify, develop, and close new business opportunities while maintaining existing accounts. • Provide technical support and conduct product demonstrations independently. • Utilize sales processes and tools (e.g., Salesforce) to manage pipeline and forecasting. • Deliver timely reports and collaborate with internal stakeholders to achieve business objectives. • Monitor market trends and competitive landscape to position H.B. Fuller advantageously. • Promote innovative products and technologies to strengthen market leadership. • Ensure compliance with all EHS requirements and company policies.

• Prospect, qualify, and build pipeline • Grow OEM and distributor accounts • Execute blue‑chip projects and new launches • Lead proposals, pricing, and negotiations • Meet sales targets; forecast accurately • Research market, leads, and competitors • Partner with regional sales and technical teams • Travel 30–50% across EIMEA; US as needed

Role Description To develop and implement business plans for Packaging, Hygiene to ensure objectives and budgets are met, the regional focus will be West China. This position will be reported to Geographic Sales Manager. - Managing Packaging/Hygiene regional strategic accounts. - Allocates an appropriate amount of time to optimize results from portfolio of customers. - Astutely selects opportunities for growth and allocates time appropriately to grow business. - Taps into HBF resources to ensure organization is aligned with customer priorities. - Strategic Sales Role that involves calling on Headquarter sites of multi-plant customers & single site considered strategic to the business. - Acts as liaison between corporate decision makers and local plant sites handled by the sales team. - Drives and delivers HBF’s commercial goals, optimizing share, price and profitability. - Dotted line responsibility for coaching and development of sales & TS personnel. - Develops and owns a strategic plan for own accounts and drives the execution of the plan through expert communication, coordination of activities and influence of indirect resources. - Develop sales funnel for future growth opportunities. - One voice to the customer. Anticipates and meets the needs of the customer. - Consistently applies sales process and use of all sales tools. - Understands the importance of applying good influence management skills to get the best out of individuals and teams. - Consistently delivers accurate, clear and concise messages orally and/or in writing to effectively inform an individual or group. - Adapts to the needs of individuals or groups to ensure his/her message is understood. - Negotiates skillfully in all situations; including at headquarters with procurement professionals. - Understands the needs of the customer and HBF and incorporates this knowledge into negotiations for a win/win solution. - Able to develop own strategic plans with well-considered research and identified opportunity. - Primary contacts are procurement (HQ) and technical/production contacts at sites. - Has awareness of HBF innovation goals and incorporates into customer plans. - An effective presenter for simple and complex topics in a variety of settings, both inside and outside the organization. - Allocates 20% of time prospecting. - Research is focused on identifying needs and on understanding and recording share of wallet data across customer's business. - Always working on opportunity to acquire new strategic accounts. Qualifications - Bachelor's degree or above. Science & technology background preferred. - Minimum 3-years experience in serving industrial customers. - Strong ability to grow sales revenue and to manage accounts receivable. - Strong drive to excel. - Basic English reading and writing skills. Company Description 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.

Role Description The Product Management Associate supports the execution of product strategies and day-to-day product management activities. In this role, the Product Management Associate works closely with Engineering Adhesives commercial teams, product management, marketing communications, supply chain, operations, and research and development teams. - Assists with new product setups in SAP, including gathering prerequisites and tracking progress. - Collaborates with the Supply Chain team to create stock transfer orders to support commercial activities. - Supports product sampling by coordinating requests from the Commercial team and leading sample restocking for the EPower segment. - Assists with commercial quotes and transfer price requests by providing costing, shipping, and other required information for the EPower, Clean Energy, and Electronics segments. - Supports product line consolidation and substitution projects. - Leads tactical profitability initiatives for the EPower and Clean Energy markets, including cost and margin reviews and pricing adjustments. - Builds strong technical and commercial relationships with stakeholders to support product management efforts, including data clean-up, process optimization, margin enhancement, digital customer experience, and innovation projects. - Manages the integration of product strategies into internal systems. - Participates in the Stage-Gate process for the EPower and Clean Energy segments. Qualifications - At least 2 years of experience in a product management, commercial, marketing or communications type of role in a business or agency environment. - Bachelors or University degree preferred OR Associates degree with at least 4 years of related work experience in a product management, commercial, marketing or communications type of role in a business or agency environment. - Ability to apply and interpret standard database and spreadsheet information. - Strong collaboration and relationship-building skills. - Ability to make sound decisions in complex situations to drive profitable growth while balancing limited resources across the organization. - Demonstrated ability to quickly prioritize and operate in a flexible, dynamic environment, with a strong desire to learn new skills and business functions. - Strong project management and organizational abilities. - Ability to consolidate and present data in meaningful formats. - SAP, Excel, and FLIP experience preferred. - Must be willing and able to travel up to 10% domestically, as applicable. Requirements - Pay is based on several factors including but not limited to education, work experience, certifications, and geographic location. - The salary for this role is $72,000 - $93,000. Benefits - Competitive total rewards package including comprehensive benefits. - Incentive and recognition programs. - Health & wellness benefits. - 401K contributions. - Paid time off and paid holidays. Eligibility may vary.

• Complete a structured sales, technical, and market-focused training program • Partner with Account Managers and Technical Service teams to support customer accounts • Learn H.B. Fuller products, manufacturing processes, applications, and sales tools • Participate in customer visits, business reviews, product demonstrations, and technical discussions • Respond to customer inquiries and assist in identifying solutions that meet customer requirements • Develop and maintain customer relationships across assigned market segments • Utilize CRM and sales tools to manage activities, opportunities, and business development efforts • Travel to customer sites and manufacturing facilities to gain field experience and support account growth