Sales & Business Development Manager II

H.B. Fuller; United States; Remote; USD 80,000 - 120,000; Full time

Job summary

H.B. Fuller is seeking a Business Development Manager to expand its market share in construction sectors, focusing on product specifications in architectural and insulated glass areas. The role requires deep technical knowledge of adhesives and a strategic approach to maintain customer relationships while driving sales growth. Ideal candidates will have extensive experience in sales, a strong technical background, and demonstrate accountability in delivering results.

Qualifications

• 10+ years of relevant sales experience, preferably in B2B and chemistry-related fields.
• Experience in developing sales territories and maintaining existing business.
• Ability to lift and carry up to 50 lbs.

Responsibilities

• Drive customer specifications and manage product portfolios effectively.
• Collaborate with various teams to align activities with business objectives.
• Develop and execute strategic plans for nurturing accounts.

Skills

Negotiating

Communication

Market Trends

Customer Engagement

Sales Strategy

Education

4-year college degree (technical/mechanical, marketing, or chemistry preferred)

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

SFDC Usage

New Business Development

# of days dedicated to joint visits with segment managers

Primary Responsibilities

CORE COMPETENCIES

Accountability for results

Demonstrates functional excellence

Demonstrates business acumen

Embraces change and innovation

Teamwork

ACCOUNTABILITY FOR RESULTS

BDM is accountable for delivering annual business results, aligned with business plan, sales, CM and volume

BDM is accountable for creating specifications, conducting trials, product qualifications.

Growth – focuses effort on delivering growth and maintains existing business to deliver plan

Negotiates pricing and margin (aligned with the business) using value selling and the flip pricing tool to capture the optimum price and margin for HBF

Develops strategy and plan for short and long term to defend and grow the account, optimize profitability, and manage risk

Owns the contact matrix, ensuring that the expectations of all parties are set and met, internal & external

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

DEMONSTRATES BUSINESS ACUMEN

Implement business pricing strategy based on business guidelines, expertly delivers price increases thereby enabling prices to stick

Promote HBF products and technologies to optimize profitability

Allocate own resources in a planned and consistent way with the business strategy

Manage impact on profitability from terms and conditions, supply chain, days outstanding and other aspects

Manage T&E expenses to budget

EMBRACES CHANGE AND INNOVATION

Provide voice of the customer feedback into the organization

Promote and sell innovative HBF technologies that create competitive advantages and optimize value for customers

Adapt easily to a dynamic environment and maintain high levels of motivation and engagement

Credible leader in the sales team that positively influences change

Provide high level insight from customers and industry back into the HBF organization

SALES COMPETENCIES & BEHAVIORS

Negotiating: Master negotiator and is sought out by others within the organization to handle or advise on the most complex customer situations. Consistently negotiate solutions with maximum value for HBF. Always seek the win-win option.

Growing a sales territory: Has a deep understanding of business, financials, products/services, the market or the needs/ challenges of assigned territory/accounts; helps to develop colleagues' understanding and progress.

Presenting: Expert presenter that transitions skillfully within the presentation and tactfully responds when faced with on-the-spot questions or challenges during or after presentations and always progresses the agenda and teaches the customer.

Questioning / Listening: Accurately assesses underlying causes and/or concerns of customers through enhanced listening skills; listens for potential using skills of deduction to customers' issues and concerns. Always here and now.

Communicating: Delivers accurate, clear, and concise messages that inform and frequently persuade audiences to take action. Adapts to the needs of diverse audiences and/or complex situations.

Prospecting: Maintains a large pipeline of referrals/prospects with awareness for long-term growth. Expert knowledge in territory enhances prospecting activity. Always works key prospects to optimize success. Tailors prospecting messages to individual and customers' needs. Finds and works with the key decision makers and influencers inside the prospective customer.

Being a team player: Outstanding team player and often sought after to join teams and able to exert influence and experience for the positive outcome of team activities.

KNOWLEDGE

Technical knowledge of products & services

Operates as a resource and consultant to the customer in use of products and services

Expert user of all sales tools and processes, which leads to a higher rate of new business gains and consistently meets sales and margin goals

Trends in market & industry

Uses expert knowledge of trends in market and industry to differentiate and teach the customer

Supply chain

Selectively engages experts in supply chain to bring value and solve issues for customer

Equipment & application process

Has wide-spread contacts and knowledge of adhesive application equipment and manufacturing process equipment suppliers. Able to leverage for advantage, creating opportunities and problem solving.

Substrate

Has intimate knowledge and contacts of substrate suppliers. Understands adhesive interface with substrates.

Business Acumen

Use knowledge to conduct business conversations at a higher level inside the customer. Comfortable operating at senior level inside the customer.

EMPLOYEES SUPERVISED

none

SCOPE OF RESPONSIBILITY

New business development activities represent ~40% of time. The focus is on top strategic opportunities for the business.

4-year college degree, with a technical/mechanical, marketing, or chemistry background preferred

10+ years of relevant sales experience; related industry and B2B experience, preferably with a chemistry background. Marketing and customer service experience is also valued.

Must have a valid driver’s license and be willing to travel.

Travel time depends on the size/geography of the territory.

Ability to lift and carry up to 50 lbs.

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.

About the company

HB Fuller Company is a major American adhesives manufacturing company supplying industrial adhesives worldwide.

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