About this role
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.
Primary 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
Minimum 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
Preferred Requirements
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
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Pay is based on several factors including but not limited to education, work experience, certifications, and geographic location.
The salary for this role is $140,000 - $165,000.In addition to your salary, H.B. Fuller offers employees a competitive total rewards package including comprehensive benefits, incentive and recognitions programs, health & wellness benefits, 401K contributions, paid time off and paid holidays. Eligibility may vary.
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.
Other facts
About H.B. Fuller
H.B. Fuller is a leading global adhesives provider focusing on perfecting adhesives, sealants and other specialty chemical products to improve products and lives.
Your day probably begins and ends with us. Just about everywhere you look – including the windows through which you see and the magazines you read – you’ll find industrial adhesives and sealants produced by H.B. Fuller. Most likely, we made the glue holding together your cereal box, the seals that keep your refrigerator airtight, and the specialty adhesive in your baby’s disposable diaper. While our products are virtually invisible, they play a vital role in ensuring the quality and convenience of modern life. We take pride in working with our customers to add value.
At H.B. Fuller, we are committed to connecting what matters, bringing together people, products and processes that answer and solve some of the world's biggest adhesion challenges. Through our reliable, responsive technical service, we create lasting, rewarding connections with customers in the packaging, hygiene, electronic and assembly materials, automotive, paper converting, woodworking, construction, general assembly and consumer goods industries.
And, we are committed to building an environment where employees are engaged, challenged and given an opportunity to drive superior results. We firmly believe that our employees drive the success of the company. With long-term, profitable growth as the ultimate goal, we strive to cultivate an environment that offers stimulating and financially rewarding opportunities.
What you'll do
- The Business Development Manager is responsible for driving growth of custom adhesive solutions within a defined market or territory of large, complex accounts. This includes identifying new business opportunities and expanding existing strategic relationships.
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