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Business Development Manager - Engineering Adhesives LA Full-time

de H.B. Fuller em São Paulo (Publicado em 25-05-2018)

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Job Description

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.


H.B. Fuller is seeking an experienced business development professional to be responsible for the development and successful implementation of business plans for Engineering Adhesives in Latin America. This individual will work closely with Commercial Management, Sales, Marketing, Technical, R&D and Distributors to grow sales of specialty structural adhesives to targeted markets in the Americas. The Business Development Manager will provide value added solutions to customers and serve as a critical link to leverage proven and market-leading technologies from H.B. Fuller. This is an exciting opportunity to be an integral part of an expanding, highly profitable and fast-growing business into new markets with the backing of a well-regarded global company with aggressive growth plans.


The Business Development Manager will identify potential new distributors and customers, understand their needs, deliver value added proposals and present Engineering Adhesives products and solutions. The Business Development Manager will use sound business strategies, planning and execution to develop collaborative partnerships with distribution. The Business Development Manager will call on clients and distributors, be responsible for the entire selling cycle (from introduction to closure), including making presentations, interface with key decision makers, handling negotiations, conducting product and services solution training, providing on-site support, understanding customer/distributor requirements, conducting regular reviews, establishing agreed upon timelines and ensuring prompt delivery of information to close new business.

The Business Development Manager will be accountable for delivering Engineering Adhesives top line revenue, profitability and market share growth targets for the specialty structural adhesives business in Latin America. He/She will be responsible for developing an understanding of the industries, conducting market, and customer/distribution channel research, analyzing market trends, uncovering unmet needs, building short & long term business plans and by leading the execution of the business plan in alignment with the global vision to close new business.


  • Understand the markets and channels, the associated value chain, anticipate and identify trends and unmet needs in the Latin America region.

  • Identify opportunities and methods to create customer value.

  • Develop strategic partnerships, build industry relationships.

  • Act as the voice of the customer to lead internal product and service initiatives and drive sales priorities.

  • Support product management in optimizing the product portfolio to drive profitability.

  • Provide competitive monitoring and analytics.

  • Track monthly segment financial performance.

  • Support related marketing and marketing communication activities.

  • Build and maintain strong teamwork, support and interaction with cross functional regional and global teams.

  • Achieves goals and objectives.


  • None.

Required Skills


  • 4 year college degree required, with a preference for technical/mechanical/chemical/industrial or other related fields.

  • 7+ years of successful, proven sales experience in engineering adhesives for industrial manufacturing or assembly, including one or more of the following applications: machinery, heavy equipment, appliances, electrical, power transmission, transportation or similar, both OEM and MRO markets.

  • Demonstrated experience in prospecting and closing sales at key accounts and distribution channel partners.

  • Excellent verbal and written communication skills.

  • Well organized, process and data driven, producing accurate and timely reports.

  • Analytical ability to develop business cases and analyze market data.

  • Proven ability to lead projects in multi-functional teams and navigate effectively in a matrix organization.

  • Ability to travel domestically and internationally.


  • Sales Force.com


Demonstrates proficiency in the following competencies:

  • Innovation –
    Leveraging possibility thinking in creating new value for customers.

  • Accountability –
    Delivering excellence through personal motivation and engagement.

  • Performance Excellence –
    Elevating the performance bar and delivering on commitments with high quality solutions.

  • Change and Risk Taking –
    Working toward our future, altering the course as needed and balancing risks and rewards in making decisions.

  • Customer Focus –
    Understanding customer needs and delivering superior solutions with passion.

  • Teamwork –
    Encouraging collaboration, trust and cooperation among and within work groups.

Click on the link to learn more about H.B. Fuller’s Competencies


  • Ability to lift and carry up to 50 lbs.

Equal Opportunity Employer: Minorities, Women, Veterans, Disabilities.

Job Location
Guarulhos, São Paulo, Brazil
Position Type

Empregos recentes de H.B. Fuller

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