ITW Performance Polymers
Business Development Manager - Specialty Adhesives
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Business Development Manager - Specialty Adhesives
Business Development Manager – Industrial Segment
ITW Performance Polymers, Specialty Adhesives & Potting & Encapsulation
About the Role
Our Business Development Team is pivotal in shaping the strategic direction and product roadmap for the Industrial segment of ITW Performance Polymers, with a focus on Specialty Adhesives & Potting & Encapsulation.
As a Business Development Manager (BDM), you’ll thrive in a fast-paced, dynamic environment, leveraging your entrepreneurial spirit, hunter mindset, long-term strategic planning skills, and persistence to develop new opportunities and drive exceptional business outcomes.
This is an exciting opportunity to accelerate growth for a division within a market-leading Fortune 300 company!
ITW’s Business Model & Culture
ITW fosters a decentralised, entrepreneurial culture, enabling teams to turn groundbreaking ideas into reality. Our philosophy is "flexibility within the framework", where employees are encouraged to act with autonomy while aligning with collective goals.
Key Cultural Tenets:
- Empowerment: Think and act like a business owner.
- Growth Engagement: Opportunities for continuous development.
- Team-Orientation: One ITW/One Team, where collaboration drives success.
- Core Values: Simplicity, sharing risk, integrity, respect, and trust.
Ideal Candidate Profile
This role is your opportunity if you embody the following traits:
- Self-driven entrepreneur – Ownership, accountability, and a relentless drive to improve.
- Relationship builder: Proven ability to network, cultivate trust, and develop long-lasting partnerships.
- Self-starter: A team player capable of managing complex challenges in a fast-changing environment.
- Strategic planner: Skilled in long-term planning, execution, and agile adaptation to evolving market demands.
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core Responsibilities
Business Growth & Expansion
- Expand the ITW Bonding & Encapsulation business in the Transportation and General Industrial markets—owned growth objectives.
- Secure and manage new business acquisitions before transitioning to a Key Account Manager responsibility.
Strategic Account Development
- Define and execute a strategic plan with key accounts, in collaboration with the Segment Manager and Sales Director, to meet business objectives.
Customer & Market Insights
- Identify influencers and key decision-makers within accounts.
- Spot customer pain points, opportunities, and needs, collaborating with marketing and R&D teams.
Sales & Negotiation Execution
- Engage with producers, distributors, engineers, purchasing managers, and decision-makers of industrial clients.
- Customise messaging for varied stakeholders and levels within a business.
- Negotiate terms and conditions with new clients, ensuring alignment with company policies, legal compliance, and Sales Director targets.
- Determine and negotiate price objectives based on market knowledge.
Competitive & Operational Excellence
- Maintain up-to-date competitor market insights, recommending strategies for differentiation.
- Undertake cross-functional collaboration with sales teams, application engineers, product development, and market strategy to pivot from business case development to Go-to-Market success.
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Commercial & Administrative Processes
- Timely submission of customer quotes within deadlines.
- Drive innovation projects aligned with key industry trends and customer innovation.
- Utilise SalesForce.com for sales data collection, analysis, and account/territory management.
Brand Promotions & Compliance
- Represent the company at trade shows and association events.
- Strict adherence to safety, environmental, and quality policies and procedures.
Requirements & Competencies
Experience & Background
- 8+ years in Sales, with a proven ability to exceed revenue targets.
- 5+ years in Automotive, Transportation, or General Industrial sectors.
- B2B and B2C automotive experience, preferably with ** Tier 1 Suppliers** and engineered/technical products.
Technical &Soft Skills
- Strong sales excellence knowledge and proven execution records.
- Exceptional communication (verbal and written) and presentation skills.
- Customer-focused drive: Organisational efficiency balanced with multi-tasking capability.
- Ability to influence and negotiate with high-value accounts.
- Technical insights into structural adhesives (nice to have).
Travel Requirement
- 60%+ travel expected. Ideal candidate locate within proximity of a major international airport.
The next chapter of ITW’s growth starts with you. Ready to create impact?
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