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: Business Manager
Location: UK; France, Germany, Italy, Spain (Virtual)
Position Overview:
The Business Manager is expected to maintain and develop the core business by leveraging our products, processes, resources and expertise to develop business solutions focused on delivering value for our customers. This role works closely with the regional leaders, and functional leaders in Research & Development, Operations, Supply Chain, Product Management and Marketing, Sourcing, Finance, Human Resources, Legal, Information Technology and New Business Development as well as other leaders and teams across the H.B. Fuller enterprise.
Primary Responsibilities:
• Strategize, implement, and oversee processes for increased productivity and growth
• Establish cost parameters and manage the overall profitability of the business
• Design daily operational programs that produce organizational objectives
• Manage employee activities, providing suitable resources and coaching toward improved efficiency with internal processes that adhere to company policy
• Establish and grow relationships with appropriate partners
• Maintain a forecast and targeting sales attainment plan
50% Drive profitable growth and success of the business by leading a dedicated sales force and technical support staff to:
• Develop and execute marketing and sales strategies including;
• Conducting competitive analysis and pricing strategies
• 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
• Have all market data in SFDC
30% Partner with marketing, technology groups, business leaders, and other functional resources (eg Marketing, Supply Chain Mgt, Operations, HR, Finance, Customer Services) to improve our service levels and delight our customers. These efforts include:
• Diversifying and growing the revenue stream
• Marketing and customer segmentation
• Product line management
• Finding new value propositions
• Differentiating service to key customers/potential customers
• Working with channels leaders such as inside sales and distribution where appropriate to grow new business
20% 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 meeting the needs of the MTO/MTS process.
• Partnering with the Company’s Finance and Legal departments on partnership agreements, rebates and contracts
• Leading safety improvement in direct team
Employees Supervised:
5 Direct reports
Budgetary / Financial Accountability:
Responsible for the business and revenue of US$10M-$20M including;
- EBITA
- Net Sales and Volume
- Contribution Margin
- Gross Margin
- Operating Income
- Working Capital
- Payroll Spend & T&E
- In conjunction with R&D leadership, assume accountability for R&D spend on projects for their market/division/region
Minimum Requirements:
• Undergraduate degree in a relevant field, preferably a technical degree in engineering or sciences.
• At least 8 years of proven success in a sales, marketing or related role with at least 3 years of direct management experience leading a team.
• At least 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.
• Proven capabilities with income statement, balance sheet and cash flow management.
• Proven track record in revenue and profitability growth within an area of responsibility.
• Strategic and creative thinking combined with strong finance and business acumen.
• Adept working through complexity, cross functional challenges & dealing with ambiguity.
• Understands customer value and drives business process discipline to deliver efficiently.
• Experience in leading leaders, providing coaching, developing talent, and building a high-performance team that is accountable to meet expectations, timelines and deliver value.
• Knowledge of B2B marketing and its tools and how to apply them in the Industrial Adhesives market.
• Fluent in English both written and verbal and well-developed communication and people skills.
Preferred Requirements:
• MBA or EMBA in a relevant field.
• This is a general management, cross functional role. As a result, experience in multiple functions and geographies is highly desirable.
• Experience managing global teams in cross functional matrix organization, understanding, identifying and maximizing the benefits of cultures and diversity.
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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.
