H.B. Fuller dezvoltă adezivi și materiale de etanșare pentru produse și procese din diverse industrii, inclusiv industria aerospațială, auto, electronică, construcții și medicină. Tehnologiile sale includ adezivi termofuzibili și adezivi instant, precum și materiale de etanșare pe bază de butil. Compania colaborează cu clienții la proiectarea și dezvoltarea produselor, concentrându-se pe soluții care susțin performanța producției, siguranța și sustenabilitatea. H.B. Fuller operează și centre tehnologice specializate pentru a deservi clienți din întreaga lume.
Senior Business Development Manager, BTRS
Grow H.B. Fuller’s custom adhesive business across North America’s bus, truck, rail, and specialty vehicle markets. The role focuses on prospecting, strategic accounts, commercial negotiations, and customer growth.
Descriere
- Grow custom adhesive business through development and lead generation across North America.
- Expand H.B. Fuller’s presence in bus, truck, rail, and specialty vehicle markets, including trailers, marine, agriculture, and heavy-duty trucks.
- Spend approximately 60% of the time prospecting and developing new business.
- Research strategic global accounts and identify customer needs.
- Acquire customers and grow existing strategic accounts.
- Work with Application Engineering, Product Management, Strategic Account Managers, and R&D to develop long-term customer solutions.
- Create and carry out strategic account growth plans.
- Prioritize opportunities to increase revenue and expand customer relationships.
- Coordinate internal resources around customer priorities to support growth.
- Build and maintain relationships with customer executives.
- Understand customers’ business strategies and objectives.
- Match H.B. Fuller technologies to customer needs.
- Provide tailored technical support and value-based solutions.
- Set measurable goals that create value for customers and the organization.
- Stay informed about BTRS market trends and emerging technologies.
- Use industry knowledge to strengthen sales and identify growth opportunities.
- Lead complex commercial negotiations, including procurement discussions at corporate headquarters.
- Develop agreements that balance customer needs with company objectives.
- Present to internal and external stakeholders.
- Communicate with cross-functional and global teams.
- Use H.B. Fuller sales processes and CRM tools.
- Apply business judgment to optimize pricing, products, and services.
- Understand customer supply chains and coordinate with customer service and operations.
Cerințe
- A bachelor’s degree in engineering, chemistry, marketing, mechanical engineering, or a related technical field is preferred.
- At least 10 years of business development or direct sales experience.
- Strong knowledge of the BTRS industry.
- A demonstrated record of finding and developing new business opportunities.
- Strong strategic selling, negotiation, and presentation skills.
- Strong customer relationship management and communication skills.
- Valid driver’s license.
- Willingness to travel up to 50% within North America.
- Ability to lift and carry up to 50 lb (25 kg).
- Knowledge of adhesive technologies and value-based solution selling is preferred.
- Experience managing complex accounts is preferred.
Beneficii
- Incentive plan.
- Competitive total rewards package.
- Comprehensive benefits.
- Incentive and recognition programs.
- Health and wellness benefits.
- 401(k) contributions.
- Paid time off.
- Paid holidays.