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.

The Technical & Specification Manager  – BAS ME region reports to the Business Head BAS ME. The TSM – ME acts as the key liaison between market/customer needs, commercial sales, product management, business process management, marketing, regulatory, technical service, and R&D. The TSM-ME leads and delivers strategic technology and platform level direction through market research/analysis / business development and providing technical support for new and existing BAS Adhesives product lines and customer segments.

The position will be responsible for

Product Management - 30%

Business Development – 40%

Field Technical Support – 30%

In this position the TSM-ME is responsible for managing, within ME region, the strategic Product line and Business development, implementation of tactical external and internal activities to grow H.B. Fuller’s position in the identified markets. The TSM-ME gathers customer / market requirements for Global platform level development in conjunction with all regions.

As the TSM-ME, one will work closely with the commercial sales organization, business process management, and R&D colleagues and can meet with current and future target customers at their manufacturing sites to understand, quantify and convey their needs from a product, performance, channel, market, value added solutions and service offering perspectives. It is the responsibility of the MPM to translate the knowledge into actionable plans (commercial and technical) to execute the plans to grow sales in line with profitability goals and target objectives.

This TSM-ME leads the strategic market plans and product readiness of the platform regionally and is

accountable for successfully executing those plans through collaboration of the global and regional teams to drive profitability and growth.

The TSM-ME is accountable for the overall success or failure of the products. This not only includes

envisioning how our products will be successful today but how they will continue to grow revenue,

profitability and market share over time.

PRIMARY DUTIES

• Identify and report business opportunities in the targeted segments of BAS
• Target Segment – Building Envelope, Roofing, Specialized Surface Solution, Insulation & Mastics, Glass
• Drive revenue growth by leveraging value selling and technical expertise.

• Interacts with customer, markets, partners and internal teams to define requirements, drives product selection, creates product launch marketing materials and sales tools, recommends product user samples, and interfaces internally to translate customer requirements into development requirements.

• Advise key stakeholders on event-related strategy and manage events from initial invitation process to post-event follow-up with participants

• Implements product value added and pricing excellence. Must work closely with Sourcing, Finance and Commercial Sales.

• Lead new product and technology introduction process/strategy for ME. Coordinating with R&D, Sales and Operations for successful launches.

• Develops platform level roadmaps to improve the company’s capability to address customer problems and unmet needs.

• Ensures appropriate collaboration with Business Process Management and R&D teams to develop, monitor and recommend adjustments to the product line based on market conditions and trends.

• Provides functional expertise to the management of the product line, including value pricing support, marketing communications and content development.

• Manages the product portfolio life cycle, along with global and regional product line management, including development, validation, readiness, launch and execution activities in support of the business strategy.

• Develops strong technical and commercial relationships with customers, partners and 3rd party organizations.

• Support R&D and TS laboratory project prioritization by submitting project requests, clear communication and timeline coordination.

• Conduct critical testing in laboratory as and when required.

• Coordinate with R&D and laboratory technician for the testing of R&D finished products  and support in Feld Test.

• Analyze and interpret laboratory test and customer data for technical accuracy and completeness.

• Prepare trial and test results in professional reports, presentations, and data packages for internal and external communication.

• Prepare reports for all demonstrations, presentations, and customer facing visits.

• Applies and interprets standard scientific theories, concepts and techniques.

• Coaching and training to the sales team and customer.

• Travel to customers to support technical and sales reviews, training , seminars, demonstrations, and product/process troubleshooting.

• Active participation in conferences, tradeshows, industry and customer sponsored programs and events.

EMPLOYEES SUPERVISED

NA

BUDGETARY/FINANCIAL ACCOUNTABILITY

Responsible

Minimum Requirements

• Graduate in Science, Engineering, Chemistry, Marketing, Business, or related degree.

• 5+ years of related experience and demonstrated application knowledge in the Chemical industry.

• Solid knowledge of strategic planning process. Ability to make good decisions in complex, highly strategic situations in order to drive profitable growth in the platform while balancing limited resources across the company.

• Knowhow on various Adhesives Technology – Acrylics, PU, MS, Epoxy, MMA, Cyanoacrylate, Anaerobic, Polysulphide, Silicon etc.

• Ability to work on complex problems where analysis of situations or data requires an evaluation of intangible variance factors.

• Must clearly demonstrate solid communication, interpersonal, influencing and presentation skills, with the ability to interact with key decision makers at all levels at both customers and internal management.

• Demonstrated ability to quickly prioritize and operate in a flexible, fluid environment.

• Must be willing and able to travel over 50% of the time both domestically and globally.

• 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 Seniors.

PREFERRED QUALIFICATIONS

• MBA preferred.

• Knowledge of the Adhesives market is preferred.

• Solid understanding of the HBF business strategy and portfolio is highly preferred.

• Scientific / technical background and expertise

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.