Business Development Manager - General Industries

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 crossfunctionally to deliver innovative, customerfocused 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, singlesite, and multisite 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 winwin 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, headquarterslevel 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.

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.