Business Development Manager BTRS-RV ANZ

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 2024 revenue of $3.6 billion, our mission to Connect What Matters is brought to life by more than 7,500 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. Learn more at www.hbfuller.com.

PRINCIPAL ACCOUNTABILITIES

This is a business development role which focuses on executing and developing a regional growth strategy within our Australia/New Zealand (ANZ) Engineering Adhesives (EA) business, across multiple channels in our Mobility SBU, with a particular emphasis on, but not limited to the Bus, Truck, RV, Rail and Marine (BTRS & RV) markets. A key part of this role will be, but not limited to, prospecting, developing and managing strategic alliances with both existing and new customers and channel partners in target markets.

The ideal candidate needs to have a deep understanding of adhesives and the BTRS market space, including key customers and distribution channels. You will be responsible for managing and developing a product line, leverage our existing core products and value propositions, as well as gain key information to drive the develop of new product solutions, to drive profitable revenue growth.

Both technically and commercially competent you will be completely comfortable working in a matrix organisation, leveraging, aligning and communicating with local and international Supply Chain, Sales & Marketing stakeholders. Ideally you will have experience selling technical solutions in BTRS spaces.

This role requires solution selling skills with technical know-how. To be successful in this role means being successful at influencing internal and external stakeholders across multiple levels within organisations to develop and drive organic growth.

PRIMARY DUTIES

·        Prospecting and developing business opportunities through both existing and new channel partners.

·        Identify and research areas that will provide innovative solutions to customers that differentiate us from the competition.

·        Engaging in technical discussions to determine requirements and expectations, then effectively explore product and service solutions.

·        Gain customer VOC to address product line and value proposition gaps that drive new product innovations.

·        Drive customer intimacy by delivering H.B. Fuller’s value proposition tailored to meet the VOC.

·        Training internal and external partners on product lines and value propositions

·        Identifying, quantifying and monetising value propositions and training others to sell value.  

·        Managing prices, price increases and pricing strategies

·        Forecasting, product line and inventory management.

·        Record and timely updates of all customer activity and new business opportunities in the CRM platform (Salesforce)

·        Maintaining and increasing share at strategic customer accounts.

·        Ensure strategic channel partners and customers view H.B. Fuller as their partner of choice.

·        Develop and deliver on a sales growth plan. Meet or exceed monthly, quarterly and annual revenue and profit targets. 

·        Develop and execute on a strategic marketing plan

·        Monthly and quarterly business results presentations to local and international stakeholders.

Required Skills:

Minimum Requirements

·        Ability to influence others to act.

·        Ability to present, train and motivate others both face-to-face as well as virtually.

·        Ability to influence, identify and gain access to decision makers, develop and close sales.

·        Bachelor’s degree in a technical/mechanical or marketing field (or equivalent experience)

·        Significant sales experience with a focus on new business development, directly managing accounts or channel partners with multiple technical product lines. Preferably in the industrial consumable industry.

·        Strong computer competency with high MS Office suite proficiency, database experience and other internet-based software.

·        Proven experience & ability to work independently as well as in team environment.

·        Well organised, process and data driven, producing accurate and timely reports, etc.

·        Ability to present professionally and with confidence.

Negotiation

·        Experienced in quantifying value and negotiation.

·        Strong communication and influencing skills to cultivate business relationships.

·        Leading contract negotiation, opportunity registration, tracking and closing orders.

·        Working knowledge and experience with contract and contract negotiations.

·        Managing post sales follow-ups with key clients and executing contract renewals.

Business Acumen and Consultative Sales Skills

·        Continuously demonstrates the “Challenger” mentality in promoting products. 

·        Strong executive presence and financial acumen.

·        Ability to position products against competitors.

·        B2B and B2C selling expertise using a consultative sales approach.

·        Ability to drive beneficial revenue opportunities.

·        Determine value, sales opportunities and strategies to maximise growth objectives. Understand and meet customer needs.

Personal Traits

Communication

·        Strong written and verbal communication skills – candidate must be convincing and influential.

·        Demonstrate high emotional intelligence.

·        Confident conflict management and objection handling.

Energy

·        Organised and efficient

·        Passionate about sales

·        Proactive and motivated 

·        Capable of handling stress 

·        Punctual and responsible

Critical Thinking

·        Ability to learn quickly and rapidly recognise patterns.

·        Logical and analytical problem-solving skills.

·        Capable of solving roadblocks by creatively and collaboratively thinking of solutions.

 People Management & Team Growth 

 Leadership

·        Strategic thinking and ability to segment and develop a strategic market growth plan over a 5-year time period.

·        Product line management

·        Represent the company at meetings to demonstrate and promote our products.

·        Demonstrate levels of high emotional intelligence in building relationships and monitor client engagement levels with strong decision-making capabilities. 

·        Organise and lead teams and develop insights on making deals with key customers.

·        Adapt to change and be capable of navigating a fast-changing environment with minimal business disruption.

·        Maintain a strong relationship with senior managers to address business challenges and align business challenges with the desired project outcome.

Networking

·        Must be able to connect with customers and realise partnership opportunities.

·        Work in geographically distributed and matrixed environments.

·        Engage new clients with compelling storytelling providing insights to the customer on current and future needs.

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.