Location- Remote - United States
- Travel: Up to 50%
This position is responsible for driving business development, lead generation, and growth of custom adhesive solutions across North America, with a focus on expanding H.B. Fuller's presence within the
Bus, Truck, Rail, and Specialty Vehicle (BTRS) markets, including trailer, marine, agricultural, and heavy-duty truck segments.
This role will cover a territory that spans North America. The position requires a strong customer-focused mindset, a
willingness to travel up to 50% within North America, and experience in adhesives, sealants, and coatings is highly desirable.
Key ResponsibilitiesBusiness Development & Prospecting
- Dedicate approximately 60% of time to prospecting and developing new business opportunities.
- Research and identify strategic global accounts and customer needs.
- Drive customer acquisition while expanding existing strategic accounts.
- Partner with Application Engineering, Product Manager, Strategic Account Managers and R&D to develop long-term customer solutions.
Strategic Account Management
- Develop and execute strategic account growth plans.
- Prioritize opportunities to maximize revenue and customer expansion.
- Align internal resources with customer priorities to support business growth.
- Build and maintain strong executive-level customer relationships.
Customer Engagement
- Develop a deep understanding of customer business strategies and objectives.
- Identify opportunities to align H.B. Fuller's technologies with customer needs.
- Provide customized technical support and value-based solutions.
- Establish measurable goals that deliver value to both the customer and the organization.
Market & Industry Knowledge
- Maintain expertise in the BTRS market trends and emerging technologies.
- Leverage industry insights to strengthen the sales process and identify growth opportunities.
Negotiation & Communication
- Lead complex commercial negotiations, including procurement discussions at corporate headquarters.
- Create win-win agreements that balance customer requirements with company objectives.
- Deliver clear, concise, and effective presentations to internal and external stakeholders.
- Communicate effectively across cross-functional and global teams.
Sales Excellence
- Utilize H.B. Fuller sales processes and CRM tools consistently.
- Apply strong business acumen to optimize pricing, products, and services.
- Understand customer supply chains and coordinate effectively with customer service and operations.
Required Qualifications- Bachelor's degree in Engineering, Chemistry, Marketing, Mechanical Engineering, or a related technical field preferred.
- Minimum of 10 years of business development or direct sales experience
- Strong understanding of the BTRS industry.
- Proven track record of identifying and developing new business opportunities.
- Excellent strategic selling, negotiation, and presentation skills.
- Strong customer relationship management and communication abilities.
- Valid driver's license.
- Willingness to travel up to 50% within North America
- Ability to lift and carry up to 50 lbs. (25 kg).
Preferred Qualifications- Technical knowledge of adhesive technologies and value-based solution selling.
- Experience managing complex accounts.
#LI-MB1 #LI-Remote
Pay is based on several factors including but not limited to education, work experience, certifications, and geographic location.
The salary for this role is $120,000 - $155,000 + Incentive Plan.
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.
