Remote BTRS Growth & Strategic Accounts Lead

H.B. Fuller; United States; Remote; USD 120,000 - 155,000; Full time

Benefits offered by this job

Health & wellness benefits

401K contributions

Paid time off

Paid holidays

Incentive plan

Job summary

H.B. Fuller is seeking a Business Development Manager to drive growth in Bus, Truck, Rail, and Specialty Vehicle markets across North America.

This remote role requires up to 50% travel and focuses on expanding presence in the BTRS segment, including trailer, marine, agricultural, and heavy-duty truck sectors. You will lead strategic account development, build executive relationships, and collaborate with engineering, product, and R&D teams to deliver value-based solutions.

Qualifications

• Bachelor's degree in Engineering, Chemistry, Marketing, Mechanical Engineering, or a related technical field preferred.
• Minimum of 10 years of business development or direct sales experience.
• Strong understanding of the BTRS industry.
• Proven track record of identifying and developing new business opportunities.
• Excellent strategic selling, negotiation, and presentation skills.
• Strong customer relationship management and communication abilities.
• Valid driver's license.
• Willingness to travel up to 50% within North America.

Responsibilities

• Dedicate ~60% of time to prospecting and developing new business opportunities.
• Research and identify strategic global accounts and customer needs.
• Drive customer acquisition while expanding existing strategic accounts.
• Partner with Application Engineering, Product Manager, Strategic Account Managers and R&D to develop long-term customer solutions.
• Develop and execute strategic account growth plans.
• Prioritize opportunities to maximize revenue and customer expansion.
• Align internal resources with customer priorities to support business growth.
• Build and maintain strong executive-level customer relationships.
• Develop a deep understanding of customer business strategies and objectives.
• Identify opportunities to align HB Fuller technologies with customer needs.
• Provide customized technical support and value-based solutions.
• Establish measurable goals that deliver value to both the customer and the organization.
• Maintain expertise in the BTRS market trends and emerging technologies.
• Leverage industry insights to strengthen the sales process and identify growth opportunities.
• Lead complex commercial negotiations, including procurement discussions at corporate headquarters.
• Create win-win agreements that balance customer requirements with company objectives.
• Deliver clear, concise, and effective presentations to internal and external stakeholders.
• Communicate effectively across cross-functional and global teams.
• Utilize HB Fuller sales processes and CRM tools consistently.
• Apply strong business acumen to optimize pricing, products, and services.
• Understand customer supply chains and coordinate effectively with customer service and operations.

Skills

Strategic selling

Negotiation

Presentation

Relationship management

Education

Bachelor's degree in Engineering, Chemistry, Marketing or related technical field

Tools

CRM tools

Job description

H.B. Fuller is seeking a Business Development Manager to drive growth in Bus, Truck, Rail, and Specialty Vehicle markets across North America.

This remote role requires up to 50% travel and focuses on expanding presence in the BTRS segment, including trailer, marine, agricultural, and heavy-duty truck sectors. You will lead strategic account development, build executive relationships, and collaborate with engineering, product, and R&D teams to deliver value-based solutions.