lavori da Territory Sales Manager in località Emirati Arabi Uniti

Bachelor of Business Administration(Management)

Nationality

Any Nationality

Vacancy

1 Vacancy

Job Description

Job 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 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.

We, at H.B. Fuller embrace a shared set of beliefs and competencies that direct the way we operate and express our fundamental principles about how we will achieve success. We strive to hire talent that demonstrates our beliefs and our competencies.

Position Overview

The Business Development Manager position is expected to grow and retain HB Fuller's market share and customer base in construction market segments focused on architectural glass, insulated glass solutions, composites panels in construction and wood applications in GCC while achieving profit sales targets.

The BDM will play a pivotal role in engaging with architects, consultants, developers, clients, government entities, and regulatory bodies to drive product specifications and implement a pull-through strategy for the ABS business across the GCC.

As HB Fuller s field-based application expert, the BDM will possess deep technical knowledge of construction adhesives and be capable of optimizing customer processes to maximize product performance. This includes quantifying product value and making necessary adjustments to customer machinery or field applications.

The BDM will collaborate closely with Global teams, Management, Technical and Segment Managers, Sales Teams, R&D, and key partners such as distributors to support strategic accounts and align activities with SBU business objectives.

A key contributor to innovation, the BDM will identify market opportunities, relay insights to the organization, and support the introduction of new products and technologies to the market and sales force.

The BDM, will manage the product portfolio in ABS segments, actively do product management, development and launches of new products in the market in alignment to the business needs.

Additionally, the BDM will work with Marketing to develop and implement tools that enhance sales effectiveness, ensuring these tools are well understood and utilized by the team.

A thorough understanding of HB Fuller s Sales Process and Value Selling methodology is essential to succeed in this role.

The BDM, Is Expected To

• Ability to train & mentor entry / new sales roles.
• Ability to teach customers on industry trends and is sought after by customers; may be viewed as an expert in certain areas.
• Positive feedback frequently received by customers on the level of service excellence; and Accountable for delivering results.
• 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.
• Develops sales funnel for future growth opportunities.
• One voice to the customer.
• Drives and delivers HBF s commercial goals, optimizing share, price and profitability.
• Anticipates and meets the needs of the customer.
• Consistently applies sales process and use of all sales tools; and
  
  
  

Key Metric Options (agreed annually)

Territory Sales Plan

Contribution Margin

Volume

Price

Win / Loss Ratio

SFDC Usage

New Business Development

Sales Visits & Account Plans.

# of days dedicated to joint visits with segment managers

Primary Responsibilities

CORE COMPETENCIES

• Accountability for results
• Customer focused creating value
• Demonstrates functional excellence
• Demonstrates business acumen
• Embraces change and innovation
• Teamwork
  

CUSTOMER FOCUSED CREATING VALUE

• Drive customer intimacy by delivering HBF s value proposition tailored to meet the needs of the customer
• Promote, quantify and expertly sell value, which differentiates HBF in the market and adds value to our customers
• Consistently deliver value to our customers to realize customer loyalty and minimize erosion
• Provide insight to the customer through expert application of knowledge in the industry Anticipate current and future needs of the customer through deep understanding of the customer s business
• Promote and sell the latest HBF products and technology, thereby enhancing our position in the market as an innovative leader
• Begin to demonstrate the ability to teach the customer on current market trends and issues, and can be a strategic partner to our customers on key issues such as raw material trends
  
  
  

DEMONSTRATES FUNCTIONAL EXCELLENCE

• Consistently manage activities to ensure all EHS requirements are followed
• Leverage all sales processes, including salesforce.com, consistently applies the HBF sales process
• Independently technically support the customer for standard needs, including running a product demonstration
• Identify, develop and close new business opportunities and communicate forecasting needs to the business
• Intimately know the territory/industry, including developing new business pipeline
• 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
• Understands competitive landscape and how to position HBF for advantage
  
  

Company Industry

• Retail

Department / Functional Area

• Business Development

Keywords

• Sales And Business Development Manager II

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