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Business Development Manager – BTRS
H.B. Fuller. Drive business development, lead generation, and growth of custom adhesive solutions across North America .
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in business development and strategic account management within the BTRS industry, leveraging technical knowledge of adhesive technologies to deliver customized solutions and drive customer acquisition. Proven ability to build executive-level relationships and lead complex negotiations while aligning internal resources with customer needs.
Highest-signal resume keywords
Business DevelopmentStrategic Account ManagementCustomer Relationship ManagementNegotiation SkillsAdhesive Technologies
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Business DevelopmentStrategic SellingValue-Based Solution SellingAccount Growth PlanningMarket ResearchTechnical SupportComplex Account ManagementSales Process OptimizationPresentation SkillsCustomer Needs Analysis
Soft Skills
Communication AbilitiesRelationship BuildingCross-Functional CollaborationProblem SolvingNegotiation
Tools & Technologies
CRM ToolsSales Processes
Certifications & Qualifications
Bachelor's Degree in Engineering, Chemistry, Marketing, or Related FieldValid Driver's License
Industry Keywords
BTRS IndustryCustom Adhesive SolutionsBus, Truck, Rail, and Specialty Vehicle MarketsCustomer AcquisitionMarket TrendsEmerging Technologies
About the role
Key responsibilities & impact- Drive business development, lead generation, and growth of custom adhesive solutions across North America
- Expand H.B. Fuller's presence in the Bus, Truck, Rail, and Specialty Vehicle markets, including trailer, marine, agricultural, and heavy-duty truck segments
- 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 Management, Strategic Account Managers, and R&D to develop long-term customer solutions
- 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 executive-level customer relationships
- Understand customer business strategies and objectives
- Align H.B. Fuller's technologies with customer needs
- Provide customized technical support and value-based solutions
- Establish measurable goals that deliver value to customers and the organization
- Maintain expertise in BTRS market trends and emerging technologies
- Leverage industry insights to strengthen the sales process and identify growth opportunities
- Lead complex commercial negotiations, including procurement discussions at corporate headquarters
- Create win-win agreements balancing customer requirements with company objectives
- Deliver presentations to internal and external stakeholders
- Communicate across cross-functional and global teams
- Utilize H.B. Fuller sales processes and CRM tools
- Apply business acumen to optimize pricing, products, and services
- Understand customer supply chains and coordinate with customer service and operations
Requirements
What you’ll need- 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)
- Technical knowledge of adhesive technologies and value-based solution selling preferred
- Experience managing complex accounts preferred
Benefits
Comp & perks- Incentive Plan
- Competitive total rewards package
- Comprehensive benefits
- Incentive and recognition programs
- Health and wellness benefits
- 401K contributions
- Paid time off
- Paid holidays