Business Development Manager - General Industries

H.B. Fuller

25d•$140,000 - $165,000

About The Position

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. Position Overview The Business Development Manager is responsible for driving growth of custom adhesive solutions within a defined market or territory of large, complex accounts. This role focuses on identifying new business opportunities, expanding existing strategic relationships, and delivering profitable revenue growth. The position partners cross‑functionally to deliver innovative, customer‑focused solutions aligned with H.B. Fuller’s growth objectives.

Requirements

Minimum of 10 years of business development experience in a relevant industry; direct sales experience may be considered
Proven success in hunting and acquiring new business
Strong negotiation skills with complex, headquarters‑level procurement organizations
High level of business acumen with ability to balance customer value and company profitability
Valid driver’s license and willingness to travel extensively based on territory size and geography
Ability to lift and carry up to 50 lbs. / 25 kg

Nice To Haves

Bachelor’s or university degree
Technical, mechanical, chemistry, or marketing educational background
Experience managing large strategic or regional accounts with decentralized purchasing structures
Familiarity with adhesive technologies or industrial/manufacturing markets
Prior experience leading or mentoring others

Responsibilities

Lead development, lead generation, and growth of custom adhesive solutions within assigned territory and strategic accounts
Allocate approximately 60% of time to prospecting and hunting new business, including acquisition of new strategic accounts
Manage a portfolio of large regional, single‑site, and multi‑site customers with complex, decentralized purchasing structures
Conduct market and customer research to identify needs, assess share of wallet, and uncover growth opportunities
Build deep customer relationships across procurement, technical, production, and leadership stakeholders
Develop and execute strategic account growth plans aligned with H.B. Fuller innovation and commercial objectives
Negotiate complex commercial agreements with procurement and headquarters stakeholders to achieve win‑win outcomes
Collaborate with R&D, technical service, supply chain, and internal sales teams to deliver tailored solutions
Analyze market and industry trends, competitor activity, and customer strategies to inform sales planning
Utilize Salesforce.com, FLIP pricing tools, and sales processes consistently to manage opportunities and pipeline
Deliver effective presentations and communicate clearly across internal and external audiences
May coach or lead one or more direct reports