H.B. Fuller

Drive growth of custom adhesive solutions within a defined market or territory, manage large accounts, and develop strategic growth plans. | Minimum of 10 years of business development experience, proven success in hunting new business, and strong negotiation skills with complex organizations. | Job Description: • Drive growth of custom adhesive solutions within a defined market or territory of large, complex accounts • Identify new business opportunities, expanding existing strategic relationships, and delivering profitable revenue growth • Partner cross‑functionally to deliver innovative, customer‑focused solutions aligned with H.B. Fuller’s growth objectives • 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 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 Benefits: • Comprehensive benefits • Incentive and recognitions programs • Health & wellness benefits • 401K contributions • Paid time off • Paid holidays