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Business Development Manager

3 months ago

Chennai, India H.B. Fuller Full time

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.

The Business development manager (BDM) position is expected to grow and retain HB Fuller's market share and customer base in Construction adhesives market segments focused into Flooring, Roofing, Building envelope and Cryogenic Insulation for Oil&Gas / Process industries in India while achieving profit sales targets.

The BDM expected to be HB Fuller’s field-based application expert, with a high level of knowledge and expertise in the Construction Adhesive market to cover India Region. He must be able to quantify the value of our products and capable of adjusting customer machinery / field applications to enable our products to run as effectively as possible.

The BDM works very closely with the Management / Technical Manager / Segment Manager / Sales Teams /Technical &R&D to support the top accounts & opportunities, and any key partners, such as Distributors. All activity should be aligned with the SBU business objectives.

The BDM plays a key role in innovation, both in identifying opportunities in the market and communicating them into the HB Fuller organization and in bringing new products and technologies to the Sales Force and the market.

The BDM will be key in working with consultants of the industry to make specification of our products.

The BDM should work closely with Marketing to identify tools that help the Sales force be more effective in the field and then work with the Sales team to ensure the tools are understood and used.

The BDM needs to have a clear understanding of the HB Fuller Sales Process, Value Selling and the role that they play in both.

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’s 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

# of days dedicated to development of trainees / junior sales pros including leading modules in GSE classes

Consistently applies sales process and use of all sales tools; and

PRIMARY DUTIES

CORE COMPETENCIES

Accountability for results 

Customer focused – creating value

Demonstrates functional excellence

Demonstrates business acumen 

Embraces change and innovation

Team Work

ACCOUNTABILITY FOR RESULTS

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

Growth – 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

Owns the contact matrix, ensuring that the expectations of all parties are set and met, internal & external

CUSTOMER FOCUSED – CREATING VALUE

Drive customer intimacy by delivering HBF’s value proposition tailored to meet the needs of the customer

Promote, quantify and expertly sell value, which differentiates HBF in the market and adds value to our customers

Consistently deliver value to our customers to realize customer loyalty and minimize erosion

Provide insight to the customer through expert application of knowledge in the industry Anticipate current and future needs of the customer through deep understanding of the customer’s business

Promote and sell latest HBF products and technology thereby enhancing our position in the market as an innovative leader

Begin to demonstrate the ability to teach the customer on current market trends and issues, and is able to be a strategic partner to our customers on key issues such as raw material trends

DEMONSTRATES FUNCTIONAL EXCELLENCE

Consistently manage activities to ensure all EHS requirements are followed

Leverage all sales processes, including salesforce.com, consistently applies the HBF sales process

Independently technically support the customer for standard needs, including running a product demonstration

Identify, develop and close new business opportunities and communicate forecasting needs to the business

Intimately know the territory/industry, including developing new business pipeline

Manage time by balancing effort between existing business and new business pipeline

Provide timely monthly reports and all necessary internal/external communication, and collaboration with other stakeholders

Understands competitive landscape and how to position HBF for advantage

DEMONSTRATES BUSINESS ACUMEN

Implement business pricing strategy based on business guidelines, expertly delivers price increases thereby enabling prices to stick

Promote HBF products and technologies to optimize profitability

Allocate own resources in a planned and consistent way with the business strategy

Manage impact on profitability from terms and conditions, supply chain, days outstanding and other aspects

Manage T&E expenses to budget

EMBRACES CHANGE AND INNOVATION

Provide voice of the customer feedback into the organization

Promote and sell innovative HBF technologies that create competitive advantage and optimize value for customers

Adapt easily to a dynamic environment and maintain high levels of motivation and engagement

Credible leader in the sales team that positively influences change

Provide high level insight from customer and industry back into the HBF organization

SALES COMPETENCIES & BEHAVIORS

Negotiating: Master negotiator and is sought out by others within the organization to handle or advise the most complex customer situations. Consistently negotiates solutions with maximum value for HBF. Always seeks the win-win option.

Growing a sales territory: Has a deep understanding of business, financials, products/services, the market or the needs/ challenges of assigned territory/accounts; helps to develop colleagues' understanding and progress.

Presenting: Expert presenter that transitions skillfully within the presentation, and tactfully responds when faced with on-the-spot questions or challenges during or after presentations, and always progresses the agenda and teaches the customer.

Questioning / Listening: Accurately assesses underlying causes and/or concerns of customers' through enhanced listening skills; listens for potential using skills of deduction to customers' issues and concerns. Always in the here and now.

Communicating: Delivers accurate, clear, and concise messages that inform and frequently persuade audiences to take action. Adapts to the needs of diverse audiences and/or complex situations.

Prospecting: Maintains a large pipeline of referrals/prospects with awareness for long-term growth. Expert knowledge in territory enhances prospecting activity. Always works key prospects to optimize success. Tailors prospecting messages to individual and customers' needs. Finds and works with the key decision makers and influencers inside the prospective customer.

Being a team player: Outstanding team player and often sought after to join teams and able to exert influence and experience for the positive outcome of team activities.

KNOWLEDGE

Technical knowledge of products & services

Operates as a resource and consultant to the customer in use of products and services

Sales Process & Sales Tools

Expert user of all sales tools and processes, which leads to higher rate of new business gains and consistently meets sales and margin goals

Trends in market & industry

Uses expert knowledge of trends in market and industry to differentiate and teach the customer

Supply chain

Selectively engages experts in supply chain to bring value and solve issues for customer

Equipment & application process

Has wide-spread contacts and knowledge of adhesive application equipment and manufacturing process equipment suppliers. Able to leverage for advantage, creating opportunities and problem solving.

Substrate

Has intimate knowledge and contacts of substrate suppliers. Understands adhesive interface with substrates.

Business Acumen

Uses knowledge to conduct business conversations at a higher level inside the customer. Comfortable operating at senior level inside the customer.

EMPLOYEES SUPERVISED

None

SCOPE OF RESPONSIBILITY

New business development activities represents ~40% of time. Focus is on top strategic opportunities for the business.

Minimum Requirements

4 year college degree, with a technical/mechanical, marketing, or chemistry background preferred

7+ years of relevant sales experience; related industry and B2B experience, preferably with a chemistry background. Marketing and customer service experience also valued.

Must have a valid driver’s license and be willing to travel.

Travel time depends on size/geography of the territory.

Ability to lift and carry up to 50 lbs.