Jobs
>
Johannesburg

    Sales & Business Development Manager II - Johannesburg, South Africa - H.B. Fuller

    H.B. Fuller
    H.B. Fuller Johannesburg, South Africa

    3 days ago

    Default job background
    Full time
    Description

    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.

    PRIMARY DUTIES

  • Profitably grows market share through acquiring new business at new customers and new applications at existing accountsMeets annual budget growth objectives by closing qualified new business opportunitiesMaintains a healthy new business pipeline of new opportunities in line with the annual growth plansSkillfully utilizes the HB Fuller sales process to find, qualify and close new business. Sells at optimum value and margin to meet agreed profit targets.
  • Maintain business in existing accountsDevelop trusting and productive relationship with the key decision makers in the account. Is able to develop relationship maps and maintain in SFDC under contact records.Understands market trends and offers solutions to customer's ensuring expectations are met.Collaborating with the customers to review the business performance during formal business review meetings.Gathers business intelligence to understand possible threats and mitigates the same.Collaborating with global team/s especially tobacco to grow and maintain tobacco sector business within HB Fuller.
  • Manages activities related to identifying new business opportunities:Is technically independent and competent enough to manage running own technical demonstrations- and able to produce technical reports.Manages own time by focusing efforts on the blue chip opportunities."Opens the door" at potential customers, develops and explains the H.B. Fuller value proposition.Helps customers to select appropriate products for various applications. Ensures customers are fully aware of value delivered.Evaluates and establishes relationships with potential partners, such as application equipment providers , OEMs, Industry associations to achieve a deeper market penetration.Evaluates customer requirements within the overall context of the market, i.e. applicability of similar products and projects for other customers. .Support opportunities related to regular business and support successful closure
  • Develop and improve value offeringCapture customer requirements (VOC) and help translate them into value propositionsCollect data supporting value propositions at customers Monitor and document the offered values in continued businessEnsures customer projects are on time and on budget.
  • Work on Product Portfolio :Manage product program in the segment and define the GOTO product portfolioCompletes detailed customer requirements with appropriate business to ensure understanding of requirements and CTQ's as necessary for R&D / Technical Service Capture trends from industry and translate them into new product or service developments and innovative offerings. Propose and lead suggested price positioning in the segment in cooperation with business manager . Support product complexity reduction exercise lead by Marketing.
  • Interaction and communication with internal stakeholders
  • Seeks input from SAM's , Business colleagues and sales to develop segment strategy
  • Partners with all stakeholders to establish priorities, service levels and deliverables
  • Provides, summarizes, analyses and processes relevant customer and market information using SFDC and other information sources
  • Coaches and influences senior sales colleagues
  • Partners with Marketing, Technical Department and R&D to ensure voice of the customer is received and acknowledged in the HBF R&D pipeline and all related internal support.
  • Provides supporting resources & intelligence to sales teams to respond to customer's requests
  • Expertly communicates across the business on all internal and external activities, in line with the strategic plan. Provides regular updates to all stakeholders
  • Is aware of the forecasting
  • Partners with an expert colleague from the Technical Department on specific issues

    • EMPLOYEES SUPERVISED

    Number of direct reports: 2

    Number of indirect reports: 1

    BUDGETARY/FINANCIAL ACCOUNTABILITY

    The Business Development Manager is responsible to grow the business in selected strategic accounts according set budgets on defined markets.

    KEY METRICS

  • Sales Budget in Euros
  • Profitability measured as percent (%) contribution margin.
  • New accounts won.

    • Minimum Requirements

  • Master's degree in Business, Marketing or Technical with postgrad marketing (or equivalent through experience)
  • 5+ years' experience in sales and marketing of adhesives
  • Proven track record of successful market development with a minimum of 5 years technical sales experience
  • Strong driver for results and success. Shows passion for the role.
  • Expert in the value selling process
  • Outstanding commercial and communication skills at all levels of contacts: Executive, Middle Management, Production floor
  • Understanding of basic financial metrics such as Operating Profit, Margins and Working Capital
  • Strong oral, presentation and written communication skills
  • Good analysis capabilities linked to good strategical thinking skills
  • Significant industry standing. Considered an expert in technical Adhesives
  • Excellent listening skills
  • Strong technical skills
  • Excellent computer literacy
  • Fluent in English language, with other additional of Afrikaans or other European languages is a plus
  • Ability to work in a team with different cultures and nationalities
  • Ability to lead, influence and motivate the internal cross functional team to achieve business goals
  • Intimate knowledge of the support functions
  • Ability to work in a fast and changing environment
  • Disciplined work approach with good reporting skills
  • Ability to travel with region - between 50-60% time
  • Ability to acquire knowledge of adhesives performance and applications of product range within 6 month period
  • Ability to work from a home office
  • High ethical standards – must meet HBF Minimum

    • PREFERRED QUALIFICATIONS

  • Selling/marketing or technical experience with industrial multi nationals
  • Ability to lead and influence internal stakeholders in any function
  • Willingness to move to different countries to work
  • Experience in more than one market/application/geography
  • Experience in selling adhesives into multinational companies
  • European languages: English and one additional European (German, Spanish, French...)

    • To all recruitment agencies: H.B. Fuller does not accept agency resumes unless directly engaged by Human Resources. Please do not forward any resumes to Human Resources or any employees. H.B. Fuller is not responsible for any fees related to unsolicited resumes.

  • Nedbank

    Development Manager

    2 days ago

    Nedbank Johannesburg, South Africa

    **JOB ID** · - Req: 122754**Job Family** · - Information Technology · **Career Stream** · - It Application Development · **Leadership Pipeline** · - Manage Others · **Job Purpose** · - To manage the deliverables and development of software and/or maintenance team(s) to deliver on ...

  • Edge Executive Search

    Development Manager

    6 days ago

    Edge Executive Search Johannesburg, South Africa

    Development Manager · - Permanent · - JHB003391 · - Information Technology- Gauteng, JHB - Northern Suburbs · - Monthly Basic Salary (Market related, Negotiable)- Development Manager to join the team and assist with IT projects · - We have an opportunity for an IT Development Man ...

  • Sanlam

    Development Manager

    1 week ago

    Sanlam Johannesburg, South Africa

    **Who are we?** · Sanlam is dedicated to supporting, growing and empowering clients with affordable, easy and suitable solutions, primarily through face-to-face intermediary channels, but also directly. This role is within the financial planning business of Sanlam, which comprise ...

  • Psybergate

    Development Manager

    5 hours ago

    Psybergate Johannesburg, South Africa

    **What you will be doing**: · - Managing relationships with Business Product owners and ensures that business objectives are reflected in the technical processes which they manage. · - Ensuring alignment to business requirements, and building trust with clients by displaying mana ...

  • Marvel Placement Consultants

    Development Manager

    1 week ago

    Marvel Placement Consultants Johannesburg, South Africa

    **Development Manager** · **Duties and responsibilities**: · - Experience in residential construction spanning 7 to 10 years. · - At least 3 to 5 years of relevant experience as a Construction/Development Manager or in a similar capacity. · - Possession of a Bachelor's Degree in ...

  • Nedbank

    Development Manager

    3 days ago

    Nedbank Johannesburg, South Africa

    **Requisition Details & Talent Acquisition Contact** · - REQ Mandisa Martins- Cluster- Group Technology- Career Stream- IT Application Development- Leadership Pipeline- Manage Others · **Job Purpose** · - To manage the deliverables and development of software and/or maintenance t ...

  • Bayport Financial Services

    Development Manager

    1 day ago

    Bayport Financial Services Johannesburg, South Africa

    A Development Manager plays a crucial role in overseeing software development projects. Their purpose is to lead and manage a team of developers, ensuring successful project execution. They balance technical expertise with leadership skills to drive innovation, quality, and colla ...

  • Macdonald & Company

    Development Manager

    3 days ago

    Macdonald & Company Johannesburg, South Africa

    **Location**: · **Johannesburg** · **Salary**: · ** ** · **Job Type**: · **Permanent** · **Reference**: · **54327** · **Job Summary**: Our client is a leading real estate investment and holding company who have established a strong portfolio of commercial, retail and industrial a ...

  • Macdonald & Company

    Development Manager

    1 week ago

    Macdonald & Company Johannesburg, South Africa

    With their roots firmly in construction, this now diverse group has successfully moved into property development since the mid 2000's where they have delivered a variety of commercial project. Although it acts independently, the development company is able to leverage considerabl ...

  • eSoft Development and Technologies

    Development Manager

    5 hours ago

    eSoft Development and Technologies Johannesburg, South Africa

    **Roles and Responsibiities**: · - Manage and maintain the operational release plans · - Lead, develop and manage the Developers (Oracle and non Oracle) creating a culture of high performance, continuous optimisation, cost effectiveness and team performance · - Development techno ...

  • Armstrong Appointments

    Development Manager

    1 day ago

    Armstrong Appointments Johannesburg, South Africa

    Aucklandpark, Johannesburg · - Posted 6 hours ago · **Main job function** · *** · **Team Leadership**: · - Provide leadership, guidance, and mentorship to a team of software developers. · - Foster a positive and collaborative team culture that encourages creativity, innovation, a ...

  • Macdonald & Company

    Development Manager

    3 days ago

    Macdonald & Company Johannesburg, South Africa

    **Location**: · **Johannesburg** · **Salary**: · ** ** · **Job Type**: · **Permanent** · **Reference**: · **66614** · **Job Summary**: With their roots firmly in construction, this now diverse group has successfully moved into property development since the mid 2000's where they ...

  • Hiperdist

    Business Development Manager

    3 days ago

    Hiperdist Johannesburg, South Africa

    Business Development Manager · sera responsable de la gestion des prévisions et des opportunités et sera responsable du chiffre d'affaires relatif à son secteur d'activité. Exigences du poste : · 5+ ans d'expérience professionnelle dans la vente dans un domaine de la technologie ...

  • Xcede

    Senior Development Manager

    1 day ago

    Xcede Johannesburg, South Africa

    **Posted**:about 7 hours ago- · **Sector**: Software Engineering- · **Location**: Johannesburg- · **Job Ref**: PR/116088_ · **Job Type**: Permanent- · **Salary**: Negotiable per year- · **Expiry Date**: 24 February 2023- · **Contact**: Vuyiswa Mataka- Software Development Manage ...

  • Facebook App

    Network Development Manager

    1 day ago

    Facebook App Johannesburg, South Africa

    To support the fast growing user community and the introduction of new and innovative products and services, we are continually expanding our backbone network infrastructure around the globe. We are looking for a Network Development Manager (fka Network Investment Manager) to joi ...

  • Absa Bank Limited

    Manager - Model Development

    1 week ago

    Absa Bank Limited Johannesburg, South Africa

    Bring your possibility to life Define your career with us · - With over 100 years of rich history and strongly positioned as a local bank with regional and international expertise, a career with our family offers the opportunity to be part of this exciting growth journey, to rese ...

  • Macdonald & Company

    Development Manager Africa

    3 days ago

    Macdonald & Company Johannesburg, South Africa

    **Location**: · **Johannesburg** · **Salary**: · ** ** · **Job Type**: · **Permanent** · **Reference**: · **54455** · **Job Summary**: Africa Business Development Manager · Johannesburg · Salary R850,000 - R1,200,000 CTC · Can you spend 40% of your time travelling into Africa? Ou ...

  • BET Software

    Software Development Manager

    1 week ago

    BET Software Johannesburg, South Africa

    **We Want You**: · **You Bring**: · - At least 3-5 years' experience managing software development teams and leads. · - At least 6 years in a technical role within the IT software development industry. · - Prior experience ensuring timely project delivery. · - Provide technical a ...

  • Macdonald & Company

    Industrial Development Manager

    1 day ago

    Macdonald & Company Johannesburg, South Africa

    **Location**: · **Johannesburg** · **Salary**: · **Market related** · **Job Type**: · **Permanent** · **Reference**: · **70579** · **Job Summary**: Ready to join a top performer in a resilient market? · Our client, a leading specialised Real Estate Investment Trust (REIT) on the ...

  • EY

    Software Development Manager

    1 week ago

    EY Johannesburg, South Africa

    **Software Development Manager (Microsoft D365)**: · **Job Overview**: · **The Development Manager for EY is ultimately responsible for ensuring the successful delivery of development projects according to scope and within the agreed timelines and budget. This includes establishi ...