Business Development Manager

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.POSITION OVERVIEWThe Business Development Manager position is expected to grow HB Fuller's market share and customer base in construction adhesive market segments in GCC while achieving profit sales targets. The Business development manager (BDM) expected to be HB Fuller’s field-based application expert, with a high level of knowledge and expertise in the Construction Adhesive market to cover GCC Region. He must be able to quantify the value of our products and capable of adjusting customer machinery / field applications to enable our products to run as effectively as possible.The BDM works very closely with the Management / Technical Manager / Segment Manager / Sales Teams /Technical &R&D to support the top accounts & opportunities, and any key partners, such as Distributors. All activity should be aligned with the SBU business objectives.The BDM plays a key role in innovation, both in identifying opportunities in the market and communicating them into the HB Fuller organization and in bringing new products and technologies to the Sales Force and the market.The BDM will be key in working with consultant of the industry to make specification of our products.The BDM should work closely with Marketing to identify tools that help the Sales force be more effective in the field and then work with the Sales team to ensure the tools are understood and used.The BDM needs to have a clear understanding of the HB Fuller Sales Process, Value Selling and the role that they play in both.The role 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 level of service excellence; andAccountable for delivering resultsDevelops 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;Key Metric Options (agreed annually) Territory Sales PlanContribution Margin VolumePriceWin / Loss RatioSFDC UsageNew Business Development # of days dedicated to development of trainees / junior sales pros including leading modules in GSE classes Consistently applies sales process and use of all sales tools;PRIMARY DUTIESCORE COMPETENCIESAccountability for resultsCustomer focused – creating valueDemonstrates functional excellenceDemonstrates business acumenEmbraces change and innovationTeam WorkACCOUNTABILITY FOR RESULTSSales Manager is accountable for delivering annual business results, aligned with business plan, sales, CM and volumeGrowth – focuses effort on delivering growth and maintains existing business to deliver planNegotiates pricing and margin (aligned with the business) using value selling and the flip pricing tool to capture the optimum price and margin for HBFDevelops strategy and plan for short and long term to defend and grow the account, optimize profitability, and manage riskOwns the contact matrix, ensuring that the expectations of all parties are set and met, internal & externalCUSTOMER FOCUSED – CREATING VALUEDrive customer intimacy by delivering HBF’s value proposition tailored to meet the needs of the customerPromote, quantify and expertly sell value, which differentiates HBF in the market and adds value to our customersConsistently deliver value to our customers to realize customer loyalty and minimize erosionProvide 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 businessPromote and sell latest HBF products and technology thereby enhancing our position in the market as an innovative leaderBegin to demonstrate the ability to teach the customer on current market trends and issues, and is able to be a strategic partner to our customers on key issues such as raw material trendsDEMONSTRATES FUNCTIONAL EXCELLENCEConsistently manage activities to ensure all EHS requirements are followedLeverage all sales processes, including salesforce.com, consistently applies the HBF sales processIndependently technically support the customer for standard needs, including running a product demonstrationIdentify, develop and close new business opportunities and communicate forecasting needs to the businessIntimately know the territory/industry, including developing new business pipelineManage time by balancing effort between existing business and new business pipelineProvide timely monthly reports and all necessary internal/external communication, and collaboration with other stakeholdersUnderstands competitive landscape and how to position HBF for advantageDEMONSTRATES BUSINESS ACUMENImplement business pricing strategy based on business guidelines, expertly delivers price increases thereby enabling prices to stickPromote HBF products and technologies to optimize profitabilityAllocate own resources in a planned and consistent way with the business strategyManage impact on profitability from terms and conditions, supply chain, days outstanding and other aspectsManage T&E expenses to budgetEMBRACES CHANGE AND INNOVATIONProvide voice of the customer feedback into the organizationPromote and sell innovative HBF technologies that create competitive advantage and optimize value for customersAdapt easily to a dynamic environment and maintain high levels of motivation and engagementCredible leader in the sales team that positively influences changeProvide high level insight from customer and industry back into the HBF organizationSALES COMPETENCIES & BEHAVIORSNegotiating: Master negotiator and is sought out by others within the organization to handle or advise the most complex customer situations. Consistently negotiates solutions with maximum value for HBF. Always seeks 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 in the 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.KNOWLEDGETechnical knowledge of products & servicesOperates as a resource and consultant to the customer in use of products and servicesSales Process & Sales ToolsExpert user of all sales tools and processes, which leads to higher rate of new business gains and consistently meets sales and margin goalsTrends in market & industryUses expert knowledge of trends in market and industry to differentiate and teach the customerSupply chainSelectively engages experts in supply chain to bring value and solve issues for customerEquipment & application processHas wide-spread contacts and knowledge of adhesive application equipment and manufacturing process equipment suppliers. Able to leverage for advantage, creating opportunities and problem solving.SubstrateHas intimate knowledge and contacts of substrate suppliers. Understands adhesive interface with substrates.Business AcumenUses knowledge to conduct business conversations at a higher level inside the customer. Comfortable operating at senior level inside the customer.EMPLOYEES SUPERVISEDNoneSCOPE OF RESPONSIBILITYNew business development activities represents ~40% of time. Focus is on top strategic opportunities for the business.Minimum Requirements 4 year college degree, with a technical/mechanical, marketing, or chemistry background preferred10+ years of relevant sales experience; related industry and B2B experience, preferably with a chemistry background. Marketing and customer service experience also valued.Must have a valid driver’s license and be willing to travel.Travel time depends on 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.
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