Business Development Manager - Specialty Adhesives

Job Description:

SUMMARY

Our business development team plays an essential role in defining and implementing the strategic direction and product roadmap for the Industrial segment of ITW Performance Polymers, with a focus on the Specialty Adhesives & Potting & Encapsulation products. As a Business Development Manager (BDM), you will get to work in a fast-paced and dynamic environment, leveraging your entrepreneurial spirit, hunter mindset, long-term strategic planning skills, and persistence in developing new opportunities, to create great BD outcomes. This is an exciting opportunity to be part of driving growth for a division within a market-leading Fortune 300 organization! 

ITW’S BUSINESS MODEL & CULTURE:

• We have an environment shaped by our decentralized, entrepreneurial culture that brings our exciting ideas to life.  Our people thrive in our “flexibility within the framework” approach.
• We are committed to providing you with growth and development opportunities that maximize your unique potential.
• Our culture empowers you to think and act like a business owner – we want your entrepreneurial spirit to thrive!
• Be a part of One ITW/One Team, where everyone’s contribution matters in our quest to achieve our full potential.
• We live by our Core Values: simplicity, sharing risk, integrity, respect, and trust.

YOU MIGHT LIKE THIS JOB IF YOU ARE/HAVE…

• Are an entrepreneur – you take ownership and accountability for your surroundings and constantly seek to find ways to improve. 
• Are relationship focused. You excel at and enjoy networking and have a natural ability to create relationships based on trust and respect. 
• Are a self-starter - a proven team player capable of prioritizing your own work and/or challenges simultaneously, and you’re able to work in a complex and ambiguous environment that changes quickly. 
• Excel at developing long-term strategic game plans and executing them to win. You are adaptable to change and can pivot your strategy to the demands of a dynamic world without losing momentum.

PRIMARY RESPONSIBILITIES:

• Expand the ITW Bonding & Encapsulation business in the Transportation and General Industrial market – take ownership of delivering results and growth. management of the business once acquired
• Development and management of new business once acquired for a defined period before handing over to Key Account Man.
• Define and execute the strategic plan for the current and target key accounts with support from the Segment Manager and Sales Director to achieve business objectives and annual plan targets.
• Implement plans and coordinate business to achieve growth targets with specialized direct clients / applicators.  
• Identify the influencers and the key decision makers at all customer locations.
• Identify customer pain points, new sales opportunities and customer expectations and suitable projects with the support of the marketing and R&D department.
• Develop relationships and drive specifications with prospective owners, distributors, engineers, purchasing and other decision makers in the Industrial market.
• Align and tailor the customer message with each person/department involved on the topic.  Nurture relationships at all levels to aid in new project acquisitions.
• Review and negotiate with new customers (terms and conditions), ensuring alignment with company policies, legal department, and Sales Director expectations.
• Determine the sales price objective according to their knowledge of the market and negotiate these prices with the customer.  Handle negotiations in case of modification (technical, volumes, raw material, and inflation).
• Maintain current competitor/market information to support strategic planning and business development, including recommending initiatives to drive competitive differentiation.
• Cross-collaborate with sales, application engineers, product development, market strategy and other business functions to drive concepts and execution from Business Case to Go-to-Market launch to deliver value and achieve competitive advantage.
• Initiate and conduct all possible actions to be able to submit, within the time limits, a quotation acceptable for the customer.
• Develop ideation projects arising from key industry mega-trends and top customer innovative building products.
• Utilize SalesForce.com to effectively collect and analyze key sales information, and to manage robust sales processes such as pricing, funnel, account and territory management.
• Represent company at trade shows and association meetings to promote our brands and solutions.
• Promote, support, and adhere to all safety, environmental and quality-related policies, and procedures.

QUALIFICATIONS, SKILLS & COMPETENCIES:

• 8+ years of experience in Sales with a proven track record growing revenue over assigned targets.
• 5+ years of experience in the Automotive, Transportation and/or General Industrial Market.
• Successful business development experience with proven results.
• B2B experience with Automotive OEM’s, Tier I Suppliers selling engineered and technical products.
• A proven track record of driving a portfolio of innovative diversified products preferred.
• Strong knowledge and demonstrated practice of Sales Excellence.
• Excellent communication, both oral and written, and strong presentation skills.
• Passion and drive to deliver results - Highly organized and efficient, able to meet tight timelines while being a proficient multi-tasker.
• Demonstrated ability to build productive business relationships, to influence and negotiate with upcoming key accounts.
• Technical knowledge about structural adhesives is a plus.
• Travel requirement: 60+% travel; reside near a major airport.