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

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

business developmentsales planningnegotiationmarket researchaccount growth planningcustomer relationship managementcomplex commercial agreementssales processesprospectinglead generation

Soft Skills

communicationleadershipcollaborationcustomer focusstrategic thinkingbusiness acumenrelationship buildingcoachingproblem solvingadaptability

Certifications

valid driver's license