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Business Development Manager
Category: Other
  • Your pay will be discussed at your interview

Job code: lhw-e0-89761978

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Royal Adhesives & Sealants

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  Job posted:   Thu May 17, 2018
  Distance to work:   ? miles
  1 Views, 0 Applications  
Business Development Manager
Business Development Manager

Sales & Marketing

Michigan Center, MI

ADCO Products - A Subsidiary of Royal



We at H.B. Fuller embrace a shared set of beliefs and competencies that direct the way we operate and express our fundamental principles about how we will achieve success. We strive to hire talent that demonstrates our beliefs and our competencies.


The Business Development Manager for general construction segments of the Utility and Infrastructure division of the Global Construction Adhesives business will reside and work out of our Michigan Center facility. He or She is responsible for maintaining and growing the sales and contribution margin of the retail, telecom & general construction adhesives business. He or She will also have accountability for developing and implementing product strategy and managing product life cycle The Product & Sales Manager has accountability for achieving business goals for innovation and product performance along with managing the Stage Gate process to bring innovative products and enhancements to market. The product manager will discover and validate opportunities by cultivating relationships with customers and the market and will develop and execute the strategy for product lines across the portfolio to support growth goals.


(10%) Innovation and Product Development Leadership

+ Provide leadership for innovation and product development projects, using the HBF Stage Gate process

+ Identify, define and size new product opportunities

+ Position products appropriately within existing portfolio, and to attract target market

+ Identify product requirements

+ Conduct competitive analysis and identify competitive advantages

+ Translate the product features into the value proposition

+ Validate product concept with VOC feedback

+ Develop product price point and ensure cost and margin expectations are met

+ Ensure cross-functional teams deliver projects on time and on budget, and achieve revenue and profit targets

+ Ensure that all projects are proceeding according to scope and timelines, and meet targets and expectations for cost and quality

+ Work with a cross functional team including local product managers, R&D and supply chain personnel

+ Monitor product performance after launch and report to business monthly

(30%) Product Line Management

+ Analyze products in market (monitor, track revenue trends, pricing trends, maximize profitability). Provide monthly analysis and commentary to business leaders. Communicate opportunities. Alert to issues and trend changes.

+ Track competitor new product development. Using established protocols, secure R&D testing on key competitive new offerings, as well as provide a competitive assessment on positioning. Issue report to business leaders.

+ Reduce product line complexity and redundancy. Discontinue products as necessary. Work with Associate Brand Manager implement cross-functional product rationalization process, manage internal and external communications, and minimize write-offs

+ Track 2yr and 5yr NPI metric for assigned product lines

+ Responsible for understanding product cost at Michigan Center in order to support pricing recommendations

(60%) Sales and strategy leadership

+ Specific ownership of telecom accounts

+ Provides direction, strategy, product recommendations and pricing to shared sales resources that are covering these telecom and general construction accounts

+ Responsible for contribution margin and therefore understanding market drivers, raw material cost picture, and implementing price increases in the market when needed


Number of direct reports: 0-2

Number of indirect reports: Cross-functional project teams consisting of 10-20 people


Responsible for attainment of revenue, CM and GM targets for assigned product lines and accounts - about $20 million in revenue


+ 5 years of product management and project management experience

+ Track record of delivering results both in sales and profit growth

+ Demonstrated experience and success in following, developing and improving program/project delivery methodologies

+ Strong analytical, interpersonal and team leadership skills

+ Good verbal and written communication skills

+ The candidate should be:

+ A self-starter with a strong work ethic and energetic style; sets the example and creates and environment of high expectations

+ Consultative in approach to identifying and delivering solutions

Perceived as an expert in sales and product management preferably in the construction arena dealing with distribution.


+ MBA, ability to advance

+ Technical degree in Chemistry or engineering

+ Related industry experience

+ Project management certification

+ LSS belt


For additional information on H.B. Fuller or to apply on-line go to: or

To all recruitment agencies: H.B. Fuller does not accept agency resumes unless directly engaged by Human Resources. Please do not forward any resumes to Human Resources or any employees. H.B. Fuller is not responsible for any fees related to unsolicited resumes.


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