Business Development Manager - Aerospace

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 140countries to develop highly specified solutions that enable customers to bring world-changing innovations to their end markets.

The Aerospace Business Development Manager (BDM) will retain and grow H.B. Fuller's customer base and market share in the Aviation, Defense and Space segments. The Aerospace BDM will focus on sealants, adhesives, syntactics, liquid shims, encapsulants and other "fly-away" materials. Simultaneously, the Aerospace BDM will forecast, manage, and achieve profitability objectives and design and implement business plans to meet customer needs while promoting profitable business growth. Within the Western USA region, the role will play a pivotal role in engaging with OEM and Tiered manufacturers to drive product qualifications and implement a pull-through strategy for the business unit and engage with Aviation MRO facilities and Aerospace distribution partners.

The ideal candidate will possess deep technical knowledge of aerospace sealants & adhesives and be capable of optimizing customer processes to maximize product performance. This includes quantifying product value and interacting with customer manufacturing processes.

The role reports to the Managing Director, Aerospace and will collaborate closely with OEM Global Key Account Managers, Customer Service, Technical and Segment Managers, Commercial teams, and R&D to support customers and align activities with business objectives.

Ideal candidate will be based in the Western US.

Primary Duties

• Listen to aerospace customers to meet their technical needs for aerospace sealants and adhesives.

• Learn all aspects of customer finished goods, processes and business objectives by meeting, touring and asking questions.

• Integrate into multiple groups and teams within each customer. Fully understand the requirements, objectives and drivers for each group.

• Communicate with customers the relevant sealant & adhesive trends while also describing the strengths of H.B. Fuller's Aerospace portfolio. Be viewed as an expert.

• Develop and execute strategic plans for individual customers that address needs and promote overall value.

• Deliver innovative, profitable solutions to our customers including, but not limited to, pricing, logistics, terms and performance expectations.

• Execute appropriate supply agreements and purchase contracts.

• Collaborate and influence within the H.B. Fuller organization to successfully meet business needs.

• Create regional business plans aligned with the H.B. Fuller Aerospace key initiatives and financial objectives.

• Manage a detailed and comprehensive sale pipeline in Salesforce.

• Accurately forecast business metrics including volume, attrition, growth, revenue and margins.

• Meet/exceed monthly, quarterly, and annual regional goals related to retention, growth, revenue and margins.

Required Qualifications

• 5+ years specification-driven technical sales.

• 75% travel to customer sites and H.B. Fuller locations; driving by car, flights, and overnight trips.

• Adept at inquiry, networking and listening and communicating complex concepts in clear, specific, logical manner.

• Exhibit strategic and creative thinking combined with strong finance and business acumen.

• Adept at working through complex, cross functional challenges and managing ambiguity.

• Thrive, influence and collaborate from the center of multiple customer teams and H.B. Fuller workstreams. Prioritize and drive shared objectives to timely conclusions.

• Translate customer value into profitable business growth.

• Possess software and systems agility. Adapt quickly to new processes and procedures.

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

• 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

• 3 years successfully qualifying and selling "fly-away" Aerospace materials.

• Fundamental understanding of Aerospace standards and certifications.

• Bachelor's Degree with a technical/mechanical, marketing, or chemistry background.

This position is not eligible for work visa sponsorship. Applicants must have U.S. work authorization that does not now or in the future require H.B. Fuller sponsorship of a work visa to work for H.B. Fuller.

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

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.