As the largest pureplay adhesives company in the world, H.B. Fuller’s (NYSE: FUL) innovative, functional coatings, adhesives and sealants enhance the quality, safety and performance of products people use every day. Founded in 1887, with 2023 revenue of $3.5 billion, our mission to Connect What Matters is brought to life by more than 7,000 global team members who collaborate with customers across more than 30 market segments in over 140 countries to develop highly specified solutions that enable customers to bring world-changing innovations to their end markets.

Position Overview:

As an Inside Sales Business Development Manager (ISBDM), you will play a key role in the sales organization. You will be part of an exceptional team of Business Development Representatives (BDRs) focused on H. B. Fuller products, who identify, and qualify customer opportunities with our targeted prospects for the EIMEA region, primarily by telephone and other web-based tools. You will be responsible for building a high-quality pipeline for our field and Inside Sales Account Managers so that they can meet or exceed their goals.

In this role, you will lead outbound prospecting campaigns to enterprise customers, identifying market share, applications at companies, buying patterns/best practices and developing strategies for growth.

ISBDMs must be self-motivated with ability to initiative and create new projects. Also need to be resilient, able to hear lots of “no’s” but with the right energy to move forward and to be able to engage potential customers in valuable discussions that underline the value H.B. Fuller can bring to their operations.

Primary Responsibilities: 

• Reaching out to new companies, conducting presentations for prospective companies, negotiating, and influencing price and strategy

• Building and growing new and past strategic partnerships using extensive cold calling, market research and lead sourcing maximizing the likelihood of a long term and beneficial partnership
• Communicating and reporting to Business Leadership Team progress of ongoing deals and forecast of future opportunities
• Gain customer support and acceptance by engaging in technical discussions to determine requirements and expectations, then effectively explore product and service solutions.
• Influence and gain alignment with both external and internal key decision makers and influencers at all levels of an organization.
• Web research and company identification
• Register all the prospection information in our CRM tool
• Meet the targeted number of companies required to prospect
• Meet the targeted number of qualified accounts and the value of new business opportunities in pipeline
• Meet the sales target defined for the year
• Periodically visit customer sites or attend to fairs as needed (5-10% of time)

Minimum Requirements: 

• 2-4 years professional sales experience, driving new business opportunities with multiple technical product lines/families.  Preferably in the industrial chemical industry.
• Flawless English and German language ability with outstanding communication and presentation skills
• Master degree or equivalent experience (Business, Engineering, Marketing, or related field);
• Demonstrated experiences in sales, prospecting and new business development.
• Ability to influence via phone, identify and gain access to decision makers, develop and close sales.
• Strong computer competency specially in MS Office, database and other internet based software.
• Ability to sell at all levels within organizations.
• Proven experience & ability to work independently as well as in team environment.
• Well organized, process and data driven, producing accurate and timely reports, etc.

Preferred Requirements:

• CRM Skills
• SalesForce.com experience
• Advanced consultative sales skills

Benefits for joining our Team:

• Multicultural team environment
• Flexible working hours
• Remote work/ hybrid work
• Team events – national and international
• Technical, sales and negotiation trainings
• Language courses for personal development
• Attractive sales bonus

H.B. Fuller is an Equal Employment Opportunity employer and proud to have created a collaborative culture where employees around the world are seen, heard, and respected. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, or marital status or status as a protected veteran, or any other legally protected classification.

H.B. Fuller does not accept unsolicited resumes from recruiters, employment agencies, or staffing firms. To conduct business with H.B. Fuller, a written service agreement must be executed by Human Resources prior to submitting any information relating to a potential candidate. Without a signed service agreement, H.B. Fuller shall not be obligated for payment of any fee or compensation.