Business development manager

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 2025 revenue of $3.5 billion, our mission to Connect What Matters is brought to life by more than 7,100 global team members who collaborate with customers across more than 30 market segments in 150 countries to develop highly specified solutions that enable customers to bring world-changing innovations to their end markets. Learn more at www.hbfuller.com.

POSITION OVERVIEW

This position is responsible for identifying new business opportunities, building and maintaining client relationships, and strategizing ways to expand H.B. Fuller's presence in the market segment of Tapes, Labels, and Graphics. This position collaborates cross-functionally to develop tailored solutions that meet customer needs and contribute to the organization's growth objectives, often involving market research, sales planning, and negotiation. Additionally, they play a crucial role in analyzing market trends, assessing competitor activities, and implementing effective sales strategies to maximize revenue and profitability.

PRIMARY DUTIES

This role is responsible for the development, lead generation, and growth of adhesive solutions within HHC’s Tapes, Labels, and Graphics North America region. Revenue band of $15 – 20M with an expectation of continued market expansion to capture >$25M revenue by 2029.

• Dedicate approximately 50% of time to prospecting activities, identifying customer needs, analyzing share-of-wallet opportunities, and developing strategies to acquire new strategic accounts.
• Drive profitable revenue growth, customer retention, and long-term business partnerships within strategic accounts by maintaining strong relationships with key decision-makers.
• Build and maintain a strong understanding of customer businesses, markets, and industry trends, leveraging insights to strengthen sales strategies and uncover growth opportunities.
• Skillfully negotiate commercial agreements with customer stakeholders, including procurement teams at headquarters, balancing customer requirements with organizational objectives to achieve mutually beneficial outcomes.
• Manage a portfolio of regional, segment-specific strategic accounts, prioritizing opportunities and resources to maximize growth, profitability, and customer engagement.
• Develop and execute strategic account plans based on market research, customer needs, and identified growth opportunities, while incorporating innovation initiatives into customer business strategies.
• Collaborate with internal teams, including R&D, supply chain, customer service, and other cross-functional partners, to align resources with customer priorities and support long-term business growth.
• Maintain a thorough understanding of customer operations, plant locations, and supply chain dynamics, using this knowledge to create value-driven solutions that benefit both the customer and the organization.

CORE COMPETENCIES

• Excellence in Presentation: An effective presenter for simple and complex topics in a variety of settings, both inside and outside the organization.
• Communication: Consistently delivers accurate, clear, and concise messages orally and/or in writing to effectively inform an individual or group. Adapts to the needs of individuals or groups to ensure his/her message is understood.
• Customer Knowledge: Intimately understands the customer's business and strategy and is able to articulate strategic fit of H.B. Fuller and the customer.
• Technical Knowledge of Products and Value Delivered: Has excellent understanding of customer products and H.B. Fuller technologies. Tailors service and technical support to the needs of the customer. Agrees on goals with customers to deliver quantified value.
• Sales Process and Sales Tools: Consistent user of salesforce.com and FLIP pricing tool. Invests sufficient time on discovering and meeting needs.
• Business Acumen: Able to optimize products, price, and service to meet customer needs; delivers value for customers and profit for HBF.

REQUIREMENTS

• At least 7 years of Business Development or Direct Sales experience within the pressure sensitive adhesive market – with a preferred focus in the Tapes, Labels, and Graphics industry.
• Proven track record of identifying, pursuing, and securing new business opportunities.
• Bachelors or University Degree required, preferably in a technical area such as chemistry, material science, or engineering.
• Must have a valid driver’s license.
• Must be willing and able to travel up to 40%, primarily domestic but occasionally international.

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.