At a Glance
- Tasks: Drive growth in the Specialty Adhesives market and develop strategic business plans.
- Company: Join a market-leading Fortune 300 company with an entrepreneurial culture.
- Benefits: Flexible work environment, growth opportunities, and a chance to make a real impact.
- Other info: 60% travel required; thrive in a fast-paced, ever-changing environment.
- Why this job: Be part of a dynamic team that values your entrepreneurial spirit and innovative ideas.
- Qualifications: 8+ years in sales, strong relationship-building skills, and a passion for results.
The predicted salary is between 40000 - 48000 £ per year.
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 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 Manager.
- 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.
Business Development Manager - Specialty Adhesives employer: ITW
At ITW Performance Polymers, we pride ourselves on being an exceptional employer that fosters a dynamic and entrepreneurial culture, perfect for those looking to make a significant impact in the Specialty Adhesives sector. Our commitment to employee growth is evident through our 'flexibility within the framework' approach, empowering you to take ownership of your role while collaborating with a diverse team to drive innovation and achieve strategic goals. With a focus on integrity, respect, and trust, we offer a supportive environment where your contributions are valued, making this an ideal place for ambitious professionals seeking meaningful and rewarding careers.
StudySmarter Expert Advice🤫
We think this is how you could land Business Development Manager - Specialty Adhesives
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Business Development Manager - Specialty Adhesives at ITW, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including ITW. Tailor your message to explain why you’re drawn to them and how you can contribute as a Business Development Manager - Specialty Adhesives. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Business Development Manager - Specialty Adhesives
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for ITW:When writing your cover letter, make sure to tailor your message specifically for ITW. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at ITW
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show ITW that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show ITW that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with ITW’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
