Sales Development Manager - Packaging

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.

Sales Development Manager - Packaging

Location: U.S., remote position

The key objective of the Sales Development Manager role is to implement the market strategy and hunt for new business and product extensions for H.B. Fuller North America in the packaging consumable space. By working with market segment leaders and regional market experts, the individual will execute the strategy and develop account plans to target and penetrate chosen customers, brand owners, packaging suppliers, and OEMs/AEMs to deliver the financial results and market plans.

She/he will focus on trends to gather market intelligence and keep the regional teams abreast. She/he will be the Packaging Maker product expert to help solve strategic and business challenges partnering with marketing and R&D on new innovations, product line extensions etc. She/he will lead and represent the company at regional conferences by providing an expert view on emerging product line technologies, and disruptive factors. He/she will be the face of company packaging makers.

She/he will implement the vision, generate new ideas to improve products and meet unmet market needs. She/he will actively participate in HBF innovation meetings across multiple business segments to pass on market knowledge, assess product line by highlighting promote products as well as identifying product gaps. She/he will work with the regional teams to coordinate and rapidly launch new products to capture market share in targeted market segments.

The role will be responsible for developing and maintaining customer contact plans and cultivating a significant understanding of customer's business model, processes and work to ensure HB Fuller becomes and remains a key business partner.

The successful candidate will prioritize contact activity based on existing value and potential new business and close new business deals with robust value propositions.

Primary Responsibilities:

This individual will be involved in a variety of duties and responsibilities including:

• Work safely following the company guidelines
• Execute the Packaging Makers market & product line goals and objectives.
• Directly manage opportunities and build network of key stakeholders within the Packaging Makers industry.
• Act as the voice of the customer to lead internal product and service initiatives and drive sales force priorities.
• Develop strong personal relationships with strategic packaging makers, brands companies, and equipment manufacturers.
• Develop a process to educate and promote partnership with equipment manufacturers to choose, promote and sell company products.
• Actively participate in the Packaging Makers marketing strategy, bring ideas to create marcom content. Work with each regional marcom expert to customize content for their regions.
• Transfer sales strategy into operational plans for developing new accounts, be the product line expert at key exhibitions and industry trade shows.
• Be the subject matter expert and face of H.B. Fuller’s Packaging Makers product solutions.
• Implement and validate the regional product strategies for Packaging Makers including value proposition, product line, target markets, target customers, sales targets, innovation strategy and marketing plan.
• Work with the regional stakeholders and key decision makers to identify target potentials within packaging makers, brands companies and equipment manufacturers.

Minimum Requirements:

• BA/MBA or equivalent educational qualifications or relevant work experience
• 5-10+years sales selling packaging to Brand Owners
• Demonstrated ability to create value propositions in economic terms
• Packaging design knowledge and experience, preferred.
• Proven ability to specify packaging solutions and designs at Brand Owner and pull sales opportunities through packaging makers
• Demonstrated business acumen and understanding of the sales process
• Recognized as an effective influence leader
• Strong strategic and market development capabilities
• Ability to influence and gain alignment with both external and internal key decision makers as well as all levels of the organization
• Proven ability to lead projects in multi-functional teams and navigate effectively in a matrix organization.
• Strong presentation skills
• Process and technical knowledge and aptitude; technical curiosity
• Salesforce.com user
• Must have valid driving license and be willing to travel up to 50% of work time.

Preferred Requirements:

• Worked as an Account Manager, Strategic Account Manager, Regional Sales Manager, or Business Development Manager in the packaging space.
• Detailed knowledge of the corrugated industry, applications, equipment and processes

PHYSICAL ENVIRONMENT

• Travel required – United States & Canada
• Lifting and carrying up to 30 kg may be required

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

The salary for this role is Pay Rate or Range $120,000 - 145,000. In addition to the base salary, this position is eligible to participate in a 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.