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Business Development Manager - Aerospace


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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.

H.B. Fuller’s Engineering Adhesives segment develops adhesive solutions for the automotive and aerospace, wood and composite, electronics and energy, glass, durable assembly, and bus, truck, rail and recreational vehicle industries. As these dynamic markets continue to change, and consumers demand lighter, safer, greener and more reliable products, we partner with our customers to deliver highly engineered solutions.

The Business Development Manager (BDM), Aerospace is expected to maintain and develop the core business in Aviation, Space and Defense by leveraging our products, services, and expertise to develop business solutions focused on delivering value for our customers. This role works closely with other segment leaders, the regional leaders, and functional leaders in Research & Development, Business Development, Product Management and Marketing as well as other leaders and teams across the H.B. Fuller enterprise.

This position will report to the Managing Director, Aerospace and be responsible for developing and leading the cross functional strategy of a market segment and growing H.B. Fuller's business at Aerospace OEM's. The BDM Aerospace performs a range of tasks to ensure productivity and efficiency including designing and implementing business plans and strategies to promote the attainment of goals, evaluating performance, ensuring the business has adequate resources to complete its activities, and establishing objectives that generate profitable business growth.

Primary Duties

  • Strategize, implement, and oversee processes for increased sales.

  • Design daily activity plans and goals for all commercial process in their segment or business unit to meet organizational objectives.

  • Meet or exceed the monthly, quarterly, and annual business segment goals related to a) target opportunities, b) revenue growth and c) contribution margin growth.

  • Plan and/or Manage employee activities, providing suitable resources and coaching toward increased commercial activities and performance within the business segment or unit that adhere to company policy.

  • Establish and grow relationships with appropriate partners and customers.

  • Maintain a forecast and targeting sales attainment plan.

  • Develop and execute marketing and sales strategies including conducting competitive analysis and pricing information, negotiating high level contracts, identifying market opportunities & penetrating markets, closing new business, focus sales and technical talent to deliver innovative and profitable solutions to customers, build the human resource plan for the business unit, upgrade the skill set of the sales and field technical teams, manage all market data and sales pipeline activity in SFDC, diversify and grow the revenue stream, manage market and customer segmentation, assist with product management, find new value propositions, differentiate service to key customers/potential customers and work with all available resources where appropriate to grow new business

Required Qualifications

  • 8 years of proven success in a sales, marketing or related role in the Aviation, Space or Defense markets.

  • 4 years of consistent at or above target performance.

  • Experience in at least one business function beyond commercial like manufacturing, supply chain, research & development, marketing, or product line management.

  • Excellent presentation, communication, and negotiation skills.

  • Strategic and creative thinking combined with strong finance and business acumen.

  • Adept at working through complex, cross functional challenges & dealing with ambiguity.

  • Understand customer value and drive business growth.

  • Fluent in English both written and verbal and well-developed communication and people skills.

  • Must be able to regularly travel, work split into home office and traveling, travel can be 75% to both customer sites and internal H.B. Fuller locations (Travel time depends on size/geography of the territory and business needs). Traveling will include driving by car, taking flights, and overnight trips.

  • Regularly required to talk or hear, stand, walk and sit. Prolonged periods of sitting at a desk and working on a computer.

  • Ability to work in a manufacturing environment with exposure to fast running machines, noise, heat, solvents, and chemicals.

Preferred Qualifications

  • 4 years technical degree in engineering or sciences

  • Experience leading leaders, providing coaching, developing talent, and building a high-performance team that is accountable to meet expectations, timelines and deliver value.

Pay is based on several factors including but not limited to education, work experience, certifications, and geographic location.

The salary for this role is $125,000 - $145,000 in addition to the base salary, this position is eligible to participate in the Sales Incentive Plan.

In addition to your salary, H.B. Fuller offers employees a competitive total rewards package including comprehensive benefits, incentive and recognitions programs, health & wellness benefits, 401K contributions, paid time off and paid holidays. Eligibility may vary.

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.

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