Sales Development Manager - Coatings

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 2023 revenue of $3.5 billion, our mission to Connect What Matters is brought to life by more than 7,000 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.

Sales Development Manager Coatings

Location : U.S.A. 100% remote position

The key objective of the Sales Development Manager role is to implement the market strategy and hunt for new business and market extensions for H.

B. Fuller North America specific to the coatings business. By working with market segment leaders and regional market experts, this individual will execute the strategy and develop account plans to target and penetrate chosen customers, brand owners, packaging suppliers, and OEMs / AEMs to deliver the financial results and market plans.

This role will focus on the coatings adhesives business and experience in this market is required to be successful. This person will spend 100% of time developing new accounts.

She / he will focus on trends to gather market intelligence and keep the regional teams abreast. She / he will be the knowledgeable on legislative sustainability compliance and barrier coating testing requirements.

She / he will be the barrier coating expert to help solve strategic and business challenges. She / he will lead and represent the company at regional conferences by providing an expert view on emerging barrier coating technologies, and disruptive factors.

Primary Responsibilities :

This individual will be involved in a variety of duties and responsibilities including :

• Work safely following the company guidelines.
• Execute the barrier coating market goals and objectives.
• Directly manage opportunities and build network of key stakeholders within the barrier coating industry.
• Act as the voice of the customer to lead internal product and service initiatives and drive sales force priorities.
• Develop strong personal relationships with strategic packaging makers, brands companies, and equipment manufacturers.
• Develop a process to educate and promote partnership with equipment manufacturers to choose, promote and sell HBF products.
• Actively participate in the barrier coating marketing strategy, bring ideas to create marcom content. Work with each regional marcom expert to customize content for their regions.
• Be the barrier coating expert at key exhibitions and industry trade shows. Be the subject matter expert and face of H.B.

Fuller barrier coating solutions.

• Implement and validate the regional strategies for barrier coatings including value proposition, product line, target markets, target customers, sales targets, innovation strategy and marketing plan.
• Work with the regional stakeholders and key decision makers to identify target potentials within packaging makers, brands companies and equipment manufacturers.

Minimum Qualifications :

• BA / MBA or equivalent educational qualifications or relevant work experience
• 5-10+ years sales / technical sales experience in packaging and / or barrier coating markets
• Demonstrated business acumen and understanding of the sales process
• Recognized as an effective influence leader
• Strong strategic and business development capabilities
• Ability to influence and gain alignment with both external and internal key decision makers as well as all levels of the organization
• Proven ability to lead projects in multi-functional teams and navigate effectively in a matrix organization.
• Strong presentation skills
• Process and technical knowledge and aptitude; technical curiosity
• Good team player with proven ability to drive results
• Experienced with PC skills in Windows environment required
• Salesforce.com user
• Must have valid driving license and be willing to travel up to 50% of work time.
• Is flexible, open-minded, organized and drives for results

Preferred Qualifications :

• Worked as an Account Manager, Strategic Account Manager, Regional Sales Manager, or Business Development Manager
• Detailed knowledge of barrier coating applications

Physical Environment :

• Travel required United States & Canada- - Estimated up to 50%
• Lifting and carrying up to 30 kg / 50 lb. may be required.
• This person will spend time with customers, on production floors, standing on concrete, and in dusty environments, at times, based on the customer plants / environments

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 - $165,000. In addition to the base salary, this position is eligible to participate in a Sales 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.