Business Development Manager - Bonding Agents

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.

H.B. Fuller’s Engineering Adhesives segment develops adhesive solutions for the automotive and aerospace, electronics and energy, durable assembly and bus, truck, rail and recreational vehicle industries. As these dynamic markets continue to change, and consumers demand lighter, safer, greener and more reliable products, we partner with our customers to deliver highly engineered solutions.

The Business Development Manager – Bonding Agents, is responsible for developing new business relationships, growing sales revenue and utilizes a consultative approach to identify prospects, understanding their business needs and helping to create innovative solutions. 

Primary Duties

• Develop long-term relationships with key decision-makers at global and regional strategic accounts.  Capably manage multiple successful projects.

• Expand our customer base with new/existing technologies by developing relationships with new accounts we haven’t called on in the past.

• Lead hone & clone initiatives on specific market-based opportunities (Ex. Automotive, Oil/Gas, Brakes etc.) to replicate successful projects across geographies and market segments.

• Discover new markets and work closely with our technical team to drive product development as needed.

• Manage and evolve distribution strategy by evaluating partner performance, supporting channel accountability, and driving alignment with commercial objectives.

• Collaborate with global counterparts to share best practices, align messaging, and partner on global development and account opportunities.

• Develop, obtain and maintain the technical and industry knowledge necessary to effectively function and perform as an expert consultant in our clients’ business environment.

Represent company offerings to targeted client segments. 

• Existing production technologies/solutions

• Emerging trends and adhesive/sealant solutions

• Expanding our customer base with new/existing technologies

• Assisting Strategic Account Managers in current account management and penetration

Actively manage all aspects of the sales process to include:

• Identify and maintain prospect pipeline.

• Diagnose and quantify prospect’s business needs and associated costs.

• Identify, analyze and/or conceptualize sales opportunities.

• Determine/design the best solution.

• Independently negotiate and close projects.

• Manage and implement the complete selling process.

Act as the lead project manager throughout all phases of the project:

• Coordinate all project related activities of cross-functional resources and experts.

• Interface with and leverage internal resources to develop customized innovations and solutions.

• Understand competitive offerings and H.B. Fuller’s strengths and product benefits in addition to any weaknesses compared to our competition.

Identify potential new product and service technologies/offerings:

• Utilize contact with clients to uncover current and future needs.

• Conceptualize potential new products/services to help drive our future offerings.

Required Qualifications

• 7 years of Business Development experience in relevant industry; could consider direct sales experience as alternative. 

• Experience in the adhesives and sealants industry

• Valid driver’s license and be willing to travel up to 60%, travel time depends on size/geography of the territory.

• Excellent oral and written communications skills, with the ability to speak, read and write English to successfully perform assigned responsibilities.

• Ability to diagnose, conceptualize and deliver business solutions to targeted clients. 

• Strong planning skills with capability of modifying plans in a dynamic environment. 

• Proven experience on hunting new business.

• Ability to organize work