Business Development Manager

H.B. Fuller; United States; On-site; USD 120,000 - 180,000; Full time

Job summary

H.B. Fuller in the United States seeks a strategic Business Development professional to lead growth in the Tapes, Labels, and Graphics segment. You will identify opportunities, build client relationships, and develop market-driven solutions that expand presence and revenue.

This role collaborates with R&D, supply chain, and sales teams, requires 7+ years in BD or direct sales in the adhesive market, a technical degree, and travel up to 40% (domestic and some international) to win new business.

Qualifications

• At least 7 years of Business Development or Direct Sales experience in the adhesives market.

Responsibilities

• Lead development, prospecting, and growth of adhesive solutions within the Tapes, Labels, and Graphics North America region.
• Negotiate commercial agreements with customer stakeholders to balance requirements with company objectives.
• Manage a portfolio of strategic accounts and develop strategic account plans based on market research.
• Collaborate with R&D, supply chain, and customer service to align resources with customer priorities.
• Understand customer operations, plant locations, and supply chain dynamics to create value-driven solutions.

Skills

Excellence in Presentation

Communication

Customer Knowledge

Technical Knowledge of Products and |

Sales Process and Sales Tools

Business Acumen

Education

Bachelor's degree

Tools

Salesforce

FLIP pricing tool

Job description

This position is responsible for identifying new business opportunities, building and maintaining client relationships, and strategizing ways to expand H.B. Fuller's presence in the market segment of Tapes, Labels, and Graphics. This position collaborates cross-functionally to develop tailored solutions that meet customer needs and contribute to the organization's growth objectives, often involving market research, sales planning, and negotiation. Additionally, they play a crucial role in analyzing market trends, assessing competitor activities, and implementing effective sales strategies to maximize revenue and profitability.

PRIMARY DUTIES

This role is responsible for the development, lead generation, and growth of adhesive solutions within HHC’s Tapes, Labels, and Graphics North America region. Revenue band of $15 – 20M with an expectation of continued market expansion to capture >$25M revenue by 2029.

• Dedicate approximately 50% of time to prospecting activities, identifying customer needs, analyzing share-of-wallet opportunities, and developing strategies to acquire new strategic accounts.
• Drive profitable revenue growth, customer retention, and long-term business partnerships within strategic accounts by maintaining strong relationships with key decision-makers.
• Build and maintain a strong understanding of customer businesses, markets, and industry trends, leveraging insights to strengthen sales strategies and uncover growth opportunities.
• Skillfully negotiate commercial agreements with customer stakeholders, including procurement teams at headquarters, balancing customer requirements with organizational objectives to achieve mutually beneficial outcomes.
• Manage a portfolio of regional, segment-specific strategic accounts, prioritizing opportunities and resources to maximize growth, profitability, and customer engagement.
• Develop and execute strategic account plans based on market research, customer needs, and identified growth opportunities, while incorporating innovation initiatives into customer business strategies.
• Collaborate with internal teams, including R&D, supply chain, customer service, and other cross-functional partners, to align resources with customer priorities and support long-term business growth.
• Maintain a thorough understanding of customer operations, plant locations, and supply chain dynamics, using this knowledge to create value-driven solutions that benefit both the customer and the organization.

CORE COMPETENCIES

• Excellence in Presentation: An effective presenter for simple and complex topics in a variety of settings, both inside and outside the organization.
• Communication: 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.
• Customer Knowledge: Intimately understands the customer's business and strategy and is able to articulate strategic fit of H.B. Fuller and the customer.
• Technical Knowledge of Products and Value Delivered: Has excellent understanding of customer products and H.B. Fuller technologies. Tailors service and technical support to the needs of the customer. Agrees on goals with customers to deliver quantified value.
• Sales Process and Sales Tools: Consistent user of salesforce.com and FLIP pricing tool. Invests sufficient time on discovering and meeting needs.
• Business Acumen: Able to optimize products, price, and service to meet customer needs; delivers value for customers and profit for HBF.

REQUIREMENTS

• At least 7 years of Business Development or Direct Sales experience within the pressure sensitive adhesive market – with a preferred focus in the Tapes, Labels, and Graphics industry.
• Proven track record of identifying, pursuing, and securing new business opportunities.
• Bachelors or University Degree required, preferably in a technical area such as chemistry, material science, or engineering.
• Must have a valid driver’s license.
• Must be willing and able to travel up to 40%, primarily domestic but occasionally international.