Business Manager - Commercial Strategy

H.B. Fuller is a leading global adhesives provider focusing on perfecting adhesives, sealants and other specialty chemicals across all industries throughout the world.  While our products are virtually invisible, they play a vital role in ensuring the quality of modern life and we are committed to connecting what matters to solve some of the world's biggest adhesion challenges.

POSITION OVERVIEW

The primary objective of the Business Manager is to develop and execute the business strategy for Latin America North within the Hygiene Health & Consumables (HHC) Global Business Unit (GBU). He or she must develop and implement plans for profitable market share growth, defense of the core business, and innovation based on evolving market needs. Reporting directly to the VP for LATAM, this role will manage the entire commercial structure in the LATAM North region which includes geographic sales managers, account managers, and business developers. Additionally, the position will hold a strong influence on technical and support functions.

PRIMARY DUTIES

The Commercial Strategy Manager will have complete ownership for the customer relationships and business development within the segment. 

This role will coordinate the commercial team in the delivery of the following responsibilities:

• Account Management
• Margin management
• Price execution
• Demand forecasting
• SST management
• New business development
• Fostering OEM partnerships
• Market data in SFDC
• Product line management
• Innovation funnel
• Successful commercialization of new products/services
• Country coordination of accounts/markets as appropriate
• Constant improvement in People skills and performance

The Commercial Strategy Manager is expected to participate and coach the team in negotiation of high-level contracts, maintain and develop the core business, identify market opportunities, develop and execute regional marketing and sales strategies, focus cross functional resources on the development and delivery of innovative solutions to customers.

The leader will also partner with marketing and technology groups, supply chain, manufacturing and other groups (as needed) to improve service, improve profit, drive account penetration and revenue growth and close new business. 

Other responsibilities will include:

• Coordinating the business demand with production requirements through the Sales and Operational Planning process, to identify the most cost-effective way to produce the product line and service customer needs. This includes the meeting the needs of the MTO/MTS process.
• Partnering with the Company’s Finance and Legal departments on partnership agreements, rebates and contracts.
• Coordination with other regional business leaders in Latin America and with global segment leaders in the implementation of the business strategy in this region.

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EMPLOYEES SUPERVISED

Direct reports – Geographic and strategic account managers.  Field technical resources supporting the market.

Minimum Requirements

• BA/MBA or equivalent educational qualifications or relevant work experience
• 7+ years or proven success in a senior sales or marketing role or
• Excellent presentation, communication and negotiation skills
• Demonstrated strategic capabilities
• Proven leadership and team building skills
• Proven ability to drive profitable sales growth
• Good understanding of financial metrics with proficiency in P&L and Cashflow management
• A basic knowledge of B2B marketing and its tools and how to apply them in the Industrial Adhesives market
• Fluent in English & Spanish

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.