ITW
Business Development Manager - Specialty Adhesives
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Business Development Manager - Specialty Adhesives
Business Development Manager – Industrial Segment (Specialty Adhesives & Potting)
Summary
Our Business Development Team defines and implements the strategic direction and product roadmap for the Industrial segment of ITW Performance Polymers, with a focus on growing Specialty Adhesives, Bonding & Encapsulation products.
As a Business Development Manager (BDM), you’ll thrive in a high-energy, fast-paced environment, leveraging your entrepreneurial spirit, strategic mindset, and hunter instinct to uncover and develop new opportunities that drive meaningful business outcomes.
This is a motivating and rewarding opportunity to accelerate growth for a Fortune 300 leader in a dynamic industrial sector.
About ITW & Our Culture
Our business thrives on entrepreneurial mindset and a decentralized, flexible framework, allowing employees to act autonomously while contributing to collective success.
Core Values:
✅ Simplicity – Clear, actionable solutions ✅ Sharing Risk – Collabitives with integrity ✅ Integrity – Transparency, credibility ✅ Respect – Valuing diverse perspectives ✅ Trust – Reliable, dependable relationships
"Be a part of One ITW/One Team where everyone’s input matters in achieving our shared goals."
Who Thrives in This Role?
- Natural Entrepreneurs: Take accountability, seek continuous improvement, and thrive in ambiguous environments.
- Relationship Builders: Master communicators, able to cultivate trust-based relationships with diverse stakeholders.
- Self-Starters: Work independently while collaborating effectively in high-pressure environments.
- Strategic Thinkers: Create long-term game plans, adapt swiftly, and execute with resilience.
- Ambitious Performers: Strong results-driven mentality, with the skill to multiply outcomes while balancing priorities.
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Responsibilities
Core Business Development Deliverables
- Expand & Grow the Market: Drive revenue growth in Transportation & General Industrial markets, including extraction of adhesives & encapsulation solutions.
- Own the Opportunity Lifecycle: Develop and manage new business deals before transitioning ownership to Key Account Managers (KAMs) for long-term engagement.
- Strategic Account Development: Align individual and team efforts with ITW’s annual targets for key and target accounts while collaborating with Senior Segment Management.
- Lead Stakeholder Engagement: Build relationships with decision-makers and influencers across engineering, purchasing, and business leadership tiers.
- Proactive Opportunity Discovery: Identify customer pain points, new sales opportunities, and projects that align with ITW’s value proposition.
Key Business Processes
- Deal Structuring: Leverage deep industry knowledge to define pricing objectives, negotiate contract terms, adjust volumes and raw materials, and respond to inflationary challenges.
- Market & Competitive Intelligence: Monitor trends and competitors, then recommend initiatives to reinforce ITW’s competitive advantage.
- Cross-functional Collaboration: Work seamlessly with Sales, Application Engineers, and R&D to transition business cases into high-impact market strategies.
- Sales Execution: Nurture quotable agreements, manage timelines, and drive high-reward projects derived from industry mega-trends.
- Technology Enablement: Utilize Salesforce CRM for account and territory management, pipeline tracking, and relationship optimization.
- External Partnerships: Represent ITW at industry trade shows, conferences, and association events to amplify brand visibility.
- Compliance & Legal Oversight: Ensure adherence to safety, sustainability, and quality standards, including recommendations to Legal and Sales Director.
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Qualifications & Competencies
Industry & Sales Experience
- Eight+ years in B2B sales, with a proven track record of exceeding revenue targets.
- Five+ years within Automotive/Tier 1 suppliers or Transportation/General Industrial sectors, preferably with engineered or technical product expertise.
- Building high-value projects from diverse customer segments (OEMs, suppliers) in new and existing accounts.
Technical & Analytical Skills
- Desirable: Hands-on technical knowledge of adhesives/encapsulation applications.
- Exceptional communication skills (oral and written) and presentation expertise to influence stakeholders.
- CRM proficiency (strong experience with Salesforce is a must).
- Delegation & pivoting ability within unpredictable, fast-evolving markets.
Soft Skills & Mindset
- Ownership-driven, able to prioritize, multitask efficiently, and deliver high-quality outcomes in tight deadlines.
- Adaptability and resilience to thrive in dynamic environments. -able to develop strategic partnerships and foster proactive customer engagement.
- Entrepreneurial mindset, with the energy to embrace autonomy and rapidly execute action plans.
}Travel: 60%+ time away from home, requires relocation proximity to a major airport.**}
ITW delivers growth opportunities: Advocates rapid career progression through mentorship, specialized training, and development at every skill level.
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