Sales And Business Development Manager

H.B. Fuller; Johannesburg; On-site; ZAR 200 000 - 300 000; Full time

Job summary

A global leader in adhesive technologies seeks a Sales & Business Development Manager in Johannesburg, South Africa. The role requires a minimum of 5 years of relevant B2B sales experience, a valid driver's license, and the willingness to travel. Responsibilities include driving sales growth, training new sales staff, and managing customer relationships. Candidates should have a strong technical background and the ability to lift up to 50 lbs. Join a collaborative culture that values all employees.

Benefits

Equal Employment Opportunity

Collaborative work culture

Qualifications

• At least 5 years of relevant sales experience, preferably in B2B.
• Valid driver’s license and willingness to travel as needed.
• Ability to lift and carry up to 50 lbs./25 kg.

Responsibilities

• Manage customer relationships and drive sales growth.
• Negotiate pricing and improve profit margins.
• Train and mentor new sales personnel.

Skills

Negotiation

Communication

Sales process & sales tools

Technical knowledge of products & services

Territory Management

Education

Bachelor’s or University Degree in technical/mechanical, marketing, or chemistry

Tools

Salesforce.com

Job description

Job Title: Sales & Business Development Manager

Location: Johannesburg, South Africa

Primary Responsibilities

• Demonstrate an ability to communicate and influence at all levels.
• Technically competent and independently able to manage demonstrations and technical problem solving.
• Focused on growth (larger opportunities), and optimizing price and profitability.
• Accountable for delivering results.
• Ability to train & mentor entry/new sales roles.

Accountability for Results

• Align with the business plan, sales, CM and volume growth, focusing on delivering growth while maintaining existing business.
• Negotiate pricing and margin using value selling and the flip pricing tool to capture optimum price and margin for H.B. Fuller.
• Drive customer intimacy by delivering HBF’s value proposition tailored to meet the needs of the customer.
• Promote, quantify and expertly sell value that differentiates H.B. Fuller in the market and adds value to our customers.
• Consistently deliver value to customers to realize loyalty and minimize erosion.

Functional Excellence

• Manage activities to ensure all EHS requirements are followed.
• Leverage all sales processes, including Salesforce.com, consistently applying the H.B. Fuller 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.
• Understand competitive landscape and how to position H.B. Fuller for advantage.

Business Acumen

• Implement business pricing strategy based on guidelines, delivering price increases to enable prices to stick.
• Promote H.B. Fuller 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.

Sales Competencies & Behaviors

• Negotiation: Negotiates complex situations within and outside the organization, developing creative solutions that satisfy all parties.
• Territory Management: Solid understanding of business, financials, products/services, market and needs of assigned accounts.
• Presentation: Comfortable presenting to broad and diverse groups, maintaining focus and responding to questions.
• Questioning/Listening: Actively listens, asks appropriate questions and evaluates statements to gain insight.
• Communication: Delivers accurate, clear, concise messages and adapts style appropriately.
• Prospecting: Establishes connections with key contacts at new prospects, assesses needs, prioritises pipeline activity.
• Team Player: Seeks to work with teams and encourages diverse viewpoints.

Knowledge & Skills

• Technical knowledge of products & services.
• Sales process & sales tools.
• Trends in market & industry.
• Supply chain understanding.
• Equipment & application processor.
• Substrate knowledge.
• Business acumen.

Minimum Requirements

• External: At least 5 years of relevant sales experience; related industry and B2B experience.
• Internal: At least 5 years of relevant experience.
• Must have a valid driver’s licence and be willing to travel. Travel time depends on the size/geography of the territory.
• Ability to lift and carry up to 50 lbs./25 kg.
• Bachelor’s or University Degree with a technical/mechanical, marketing, or chemistry background preferred.
• Must have a successful PPA rating and achieving sales/profit targets if moving from Sales Rep/Territory Manager I.

Equal Employment Opportunity Statement

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, colour, religion, sex, sexual orientation, gender identity or expression, national origin, disability, marital status, or protected veteran status 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 a fee or compensation.