Job Description

PRIMARY DUTIES

 

  • Profitably grows market share through acquiring new business at new customers and new applications at existing accounts
    • Meets annual budget growth objectives by closing qualified new business opportunities
    • Maintains a healthy new business pipeline of new opportunities in line with the annual growth plans
    • Skillfully utilizes the HB Fuller sales process to find, qualify and close new business.   
    • Sells at optimum value and margin to meet agreed profit targets.     
  • Maintain business in existing accounts
    • Develop trusting and productive relationship with the key decision makers in the account. Is able to develop relationship maps and maintain in SFDC under contact records.
    • Understands market trends and offers solutions to customer’s ensuring expectations are met.
    • Collaborating with the customers to review the business performance during formal business review meetings.
    • Gathers business intelligence to understand possible threats and mitigates the same.
    • Collaborating with global team/s especially tobacco to grow and maintain tobacco sector business within HB Fuller.

 

  • Manages activities related to identifying new business opportunities:
    • Is technically independent and competent enough to manage running own technical demonstrations- and able to produce technical reports.
    • Manages own time by focusing efforts on the blue chip opportunities.
    • “Opens the door” at potential customers, develops and explains the H.B. Fuller value proposition.
    • Helps customers to select appropriate products for various applications. Ensures customers are fully aware of value delivered.
    • Evaluates and establishes relationships with potential partners, such as application equipment providers , OEMs, Industry associations to achieve a deeper market penetration.
    • Evaluates customer requirements within the overall context of the market, i.e. applicability of similar products and projects for other customers. .
    • Support opportunities related to regular business and support successful closure

 

  • Develop and improve value offering
    • Capture customer requirements (VOC) and help translate them into value propositions
    • Collect data supporting value propositions at customers Monitor and document the offered values in continued business
    • Ensures customer projects are on time and on budget.

 

 

  • Work on Product Portfolio :
    • Manage product program in the segment and define the GOTO product portfolio
    • Completes detailed customer requirements with appropriate business to ensure understanding of requirements and CTQ’s as  necessary for R&D / Technical Service  
    • Capture trends from industry and translate them into new product or service developments and innovative offerings. Propose and lead suggested price positioning in the segment in cooperation with business manager . Support product complexity reduction exercise lead by Marketing.

 

 

  • Interaction and communication with internal stakeholders
  • Seeks input from SAM’s , Business colleagues and sales to develop segment strategy 
  • Partners with all stakeholders to establish priorities, service levels and deliverables
  • Provides, summarizes, analyses and processes relevant customer and market information using SFDC and other information sources
  • Coaches and influences senior sales colleagues
  • Partners with Marketing, Technical Department and R&D to ensure voice of the customer is received and acknowledged in the HBF R&D pipeline and all related internal support.
  • Provides supporting resources & intelligence to sales teams to respond to customer’s requests
  • Expertly communicates across the business on all internal and external activities, in line with the strategic plan. Provides regular updates to all stakeholders
  • Is aware of the forecasting
  • Partners with an expert colleague from the Technical Department on specific issues

 

 

 

BUDGETARY/FINANCIAL ACCOUNTABILITY

 

The Business Development Manager is responsible to grow the business in selected strategic accounts according set budgets on defined markets.

 

KEY METRICS

    • Sales Budget in Euros
    • Profitability measured as percent (%) contribution margin.
    • New accounts won.

 

 

Minimum Requirements

 

  • Master’s degree in Business, Marketing or Technical with postgrad marketing (or equivalent through experience)
  • 5+ years’ experience in sales and marketing of adhesives or related sales.
  • Proven track record of successful market development with a minimum of 5 years technical sales experience
  • Strong driver for results and success. Shows passion for the role.
  • Expert in the value selling process with good understanding of B-2-B selling process.
  • Ability to harness and manage important business relationship.
  • Outstanding commercial and communication skills at all levels of contacts: Executive, Middle Management, Production floor
  • Understanding of basic financial metrics such as Operating Profit, Margins and Working Capital
  • Strong oral, presentation and written communication skills
  • Good analysis capabilities linked to good strategical thinking skills
  • Significant industry standing. Considered an expert in technical Adhesives
  • Excellent listening skills
  • Strong technical skills
  • Excellent computer literacy
  • Fluent in English language, with other additional European languages a plus
  • Ability to work in a team with different cultures and nationalities
  • Ability to lead, influence and motivate the internal cross functional team to achieve business goals
  • Intimate knowledge of the support functions
  • Ability to work in a fast and changing environment
  • Disciplined work approach with good reporting skills
  • Ability to travel with region - between 50-60% time
  • Ability to acquire knowledge of adhesives performance and applications of product range within 6 month period
  • Ability to work from a home office
  • High ethical standards – must meet HBF Minimum

     

PREFERRED QUALIFICATIONS
 

  • Selling/marketing or technical experience with industrial multi nationals
  • Ability to lead and influence internal stakeholders in any function
  • Willingness to move to different countries to work
  • Experience in more than one market/application/geography
  • Experience in selling adhesives into multinational companies
  • Fluency in English and Swahili – French would be an added advantage.


Preferred qualifications

  • Post Graduate/Masters
  • Commerce
  • Masters in Marketing
  • Project Management Professional (PMP)
  • 5-8 years of Experince in prefered industry