About Our Client:

H.B. Fuller is a leading global adhesives provider focusing on perfecting adhesives, sealants and other specialty chemicals across all industries throughout the world. While our products are virtually invisible, they play a vital role in ensuring the quality of modern life and we are committed to connecting what matters to solve some of the world\'s biggest adhesion challenges.

POSITION OVERVIEW

The Business Development Manager position is expected to grow and retain HB Fuller\'s market share and customer base in Construction Industry, focused in Flooring, Building envelope adhesive & sealant market segments in GCC while achieving profit sales targets. The BDM, is expected to:

• Ability to train & mentor entry / new sales roles;
• Ability to teach customers on industry trends and is sought after by customers; may be viewed as an expert in certain areas;
• Positive feedback frequently received by customers on level of service excellence; and
• Accountable for delivering results

Develops and owns a strategic plan for own accounts, and drives the execution of the plan through expert communication, coordination of activities and influence of indirect resources;

• Develops sales funnel for future growth opportunities;
• One voice to the customer;
• Drives and delivers HBF\xe2\x80\x99s commercial goals, optimizing share, price and profitability;
• Anticipates and meets the needs of the customer;
• Key Metric Options (agreed annually)

Territory Sales Plan

Contribution Margin

Volume

Price

Win / Loss Ratio

SFDC Usage

New Business Development

Sales Visits & Account Plans.

# of days dedicated to joint visits with segment managers

Consistently applies sales process and use of all sales tools;

PRIMARY DUTIES

CORE COMPETENCIES

• Accountability for results
• Customer focused \xe2\x80\x93 creating value
• Demonstrates functional excellence
• Demonstrates business acumen
• Embraces change and innovation
• Team Work

ACCOUNTABILITY FOR RESULTS

BDM is accountable for delivering annual business results, aligned with business plan, sales, CM and volume

Growth \xe2\x80\x93 focuses effort on delivering growth and maintains existing business to deliver plan

Negotiates pricing and margin (aligned with the business) using value selling and the flip pricing tool to capture the optimum price and margin for HBF

Develops strategy and plan for short and long term to defend and grow the account, optimize profitability, and manage risk
This job has been sourced from an external job board.
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