Business Development Manager - BTRS

Location: USA-Virtual

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 2025 revenue of $3.5 billion, our mission to Connect What Matters is brought to life by more than 7,100 global team members who collaborate with customers across more than 30 market segments in 150 countries to develop highly specified solutions that enable customers to bring world-changing innovations to their end markets. Learn more at www.hbfuller.com.

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 in the Midwest/Central United States and is preferably located within that territory. 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 Responsibilities

Business 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.

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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.

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, age, 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.