H.B. Fuller is a leading global adhesives provider focusing on perfecting adhesives, sealants and other specialty chemicals across all industries throughout the world.  While our products are virtually invisible, they play a vital role in ensuring the quality of modern life and we are committed to connecting what matters to solve some of the world's biggest adhesion challenges.

PRIMARY DUTIES

Profitably grows market share through acquiring new business at new customers and new applications at existing accountsMeets annual budget growth objectives by closing qualified new business opportunitiesMaintains a healthy new business pipeline of new opportunities in line with the annual growth plansSkillfully utilizes the HB Fuller sales process to find, qualify and close new business.   Sells at optimum value and margin to meet agreed profit targets.     Maintain business in existing accountsDevelop trusting and productive relationship with the key decision makers in the account. Is able to develop relationship maps and maintain in SFDC under contact records.Understands market trends and offers solutions to customer’s ensuring expectations are met.Collaborating with the customers to review the business performance during formal business review meetings.Gathers business intelligence to understand possible threats and mitigates the same.Collaborating with global team/s especially tobacco to grow and maintain tobacco sector business within HB Fuller.

Manages activities related to identifying new business opportunities:Is technically independent and competent enough to manage running own technical demonstrations- and able to produce technical reports.Manages own time by focusing efforts on the blue chip opportunities.“Opens the door” at potential customers, develops and explains the H.B. Fuller value proposition.Helps customers to select appropriate products for various applications. Ensures customers are fully aware of value delivered.Evaluates and establishes relationships with potential partners, such as application equipment providers , OEMs, Industry associations to achieve a deeper market penetration.Evaluates customer requirements within the overall context of the market, i.e. applicability of similar products and projects for other customers. .Support opportunities related to regular business and support successful closure

Develop and improve value offeringCapture customer requirements (VOC) and help translate them into value propositionsCollect data supporting value propositions at customers Monitor and document the offered values in continued businessEnsures customer projects are on time and on budget.

Work on Product Portfolio :Manage product program in the segment and define the GOTO product portfolioCompletes detailed customer requirements with appropriate business to ensure understanding of requirements and CTQ’s as  necessary for R&D / Technical Service  Capture trends from industry and translate them into new product or service developments and innovative offerings. Propose and lead suggested price positioning in the segment in cooperation with business manager . Support product complexity reduction exercise lead by Marketing.

Interaction and communication with internal stakeholdersSeeks input from SAM’s , Business colleagues and sales to develop segment strategy Partners with all stakeholders to establish priorities, service levels and deliverablesProvides, summarizes, analyses and processes relevant customer and market information using SFDC and other information sourcesCoaches and influences senior sales colleaguesPartners with Marketing, Technical Department and R&D to ensure voice of the customer is received and acknowledged in the HBF R&D pipeline and all related internal support.Provides supporting resources & intelligence to sales teams to respond to customer’s requestsExpertly communicates across the business on all internal and external activities, in line with the strategic plan. Provides regular updates to all stakeholdersIs aware of the forecastingPartners with an expert colleague from the Technical Department on specific issues

EMPLOYEES SUPERVISED

Attach Org Chart

Number of direct reports:                    2

Number of indirect reports:                1

BUDGETARY/FINANCIAL ACCOUNTABILITY

The Business Development Manager is responsible to grow the business in selected strategic accounts according set budgets on defined markets.

KEY METRICS

Sales Budget in EurosProfitability measured as percent (%) contribution margin.New accounts won.

Minimum Requirements

Master’s degree in Business, Marketing or Technical with postgrad marketing (or equivalent through experience)5+ years’ experience in sales and marketing of adhesivesProven track record of successful market development with a minimum of 5 years technical sales experienceStrong driver for results and success. Shows passion for the role.Expert in the value selling processOutstanding commercial and communication skills at all levels of contacts: Executive, Middle Management, Production floorUnderstanding of basic financial metrics such as Operating Profit, Margins and Working CapitalStrong oral, presentation and written communication skillsGood analysis capabilities linked to good strategical thinking skillsSignificant industry standing. Considered an expert in technical AdhesivesExcellent listening skillsStrong technical skillsExcellent computer literacyFluent in English language, with other additional of Afrikaans or other European languages is a plusAbility to work in a team with different cultures and nationalitiesAbility to lead, influence and motivate the internal cross functional team to achieve business goalsIntimate knowledge of the support functionsAbility to work in a fast and changing environmentDisciplined work approach with good reporting skillsAbility to travel with region - between 50-60% timeAbility to acquire knowledge of adhesives performance and applications of product range within 6 month periodAbility to work from a home officeHigh ethical standards – must meet HBF Minimum

 PREFERRED QUALIFICATIONS
 Selling/marketing or technical experience with industrial multi nationalsAbility to lead and influence internal stakeholders in any functionWillingness to move to different countries to workExperience in more than one market/application/geographyExperience in selling adhesives into multinational companiesEuropean languages: English and one additional European (German, Spanish, French…)

For additional information on H.B. Fuller or to apply on-line go to:  http://www.hbfuller.com/

To all recruitment agencies:  H.B. Fuller does not accept agency resumes unless directly engaged by Human Resources.  Please do not forward any resumes to Human Resources or any employees.  H.B. Fuller is not responsible for any fees related to unsolicited resumes.

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.