Technical & Specification Manager

The position will be responsible for:

Product Management - 30%

Business Development – 40%

Field Technical Support – 30%

In this position, the TSM-ME is responsible for managing, within the ME region, the strategic Product line and Business development, implementation of tactical external and internal activities to grow H.B. Fuller’s position in the identified markets. The TSM-ME gathers customer/market requirements for Global platform level development in conjunction with all regions.

As the TSM-ME, one will work closely with the commercial sales organization, business process management, and R&D colleagues and can meet with current and future target customers at their manufacturing sites to understand, quantify, and convey their needs from a product, performance, channel, market, value-added solutions, and service offering perspectives. It is the responsibility of the MPM to translate the knowledge into actionable plans (commercial and technical) to execute the plans to grow sales in line with profitability goals and target objectives.

This TSM-ME leads the strategic market plans and product readiness of the platform regionally and is accountable for successfully executing those plans through collaboration of the global and regional teams to drive profitability and growth.

PRIMARY DUTIES

• Identify and report business opportunities in the targeted segments of BAS.
• Target Segment – Building Envelope, Roofing, Specialized Surface Solution, Insulation & Mastics, Glass.
• Drive revenue growth by leveraging value selling and technical expertise.
• Interact with customers, markets, partners, and internal teams to define requirements, drive product selection, create product launch marketing materials and sales tools, recommend product user samples, and interface internally to translate customer requirements into development requirements.
• Advise key stakeholders on event-related strategy and manage events from initial invitation process to post-event follow-up with participants.
• Implement product value added and pricing excellence. Must work closely with Sourcing, Finance, and Commercial Sales.
• Lead new product and technology introduction process/strategy for ME, coordinating with R&D, Sales, and Operations for successful launches.
• Develop platform level roadmaps to improve the company’s capability to address customer problems and unmet needs.
• Ensure appropriate collaboration with Business Process Management and R&D teams to develop, monitor, and recommend adjustments to the product line based on market conditions and trends.
• Provide functional expertise to the management of the product line, including value pricing support, marketing communications, and content development.
• Manage the product portfolio life cycle, along with global and regional product line management, including development, validation, readiness, launch, and execution activities in support of the business strategy.
• Develop strong technical and commercial relationships with customers, partners, and 3rd party organizations.
• Support R&D and TS laboratory project prioritization by submitting project requests, clear communication, and timeline coordination.
• Conduct critical testing in the laboratory as required.
• Coordinate with R&D and laboratory technician for the testing of R&D finished products and support in Field Test.
• Analyze and interpret laboratory test and customer data for technical accuracy and completeness.
• Prepare trial and test results in professional reports, presentations, and data packages for internal and external communication.
• Prepare reports for all demonstrations, presentations, and customer-facing visits.
• Apply and interpret standard scientific theories, concepts, and techniques.
• Provide coaching and training to the sales team and customers.
• Travel to customers to support technical and sales reviews, training, seminars, demonstrations, and product/process troubleshooting.
• Participate actively in conferences, tradeshows, industry and customer-sponsored programs and events.

Minimum Requirements

• Graduate in Science, Engineering, Chemistry, Marketing, Business, or related degree.
• 5+ years of related experience and demonstrated application knowledge in the Chemical industry.
• Solid knowledge of strategic planning processes. Ability to make good decisions in complex, highly strategic situations to drive profitable growth in the platform while balancing limited resources across the company.
• Knowhow on various Adhesives Technology – Acrylics, PU, MS, Epoxy, MMA, Cyanoacrylate, Anaerobic, Polysulphide, Silicon, etc.
• Ability to work on complex problems where analysis of situations or data requires evaluation of intangible variance factors.
• Must clearly demonstrate solid communication, interpersonal, influencing, and presentation skills, with the ability to interact with key decision-makers at all levels at both customers and internal management.
• Demonstrated ability to quickly prioritize and operate in a flexible, fluid environment.
• Must be willing and able to travel over 50% of the time both domestically and globally.
• Demonstrates proficiency in the following competencies:

1. Innovation – Leveraging possibility thinking in creating new value for customers.
2. Accountability – Delivering excellence through personal motivation and engagement.
3. Performance Excellence – Elevating the performance bar and delivering on commitments with high-quality solutions.
4. Change and Risk Taking – Working toward our future, altering the course as needed and balancing risks and rewards in making decisions.
5. Customer Focus – Understanding customer needs and delivering superior solutions with passion.
6. Teamwork – Encouraging collaboration, trust, and cooperation among and within work teams.

PREFERRED QUALIFICATIONS

• MBA preferred.
• Knowledge of the Adhesives market is preferred.
• Solid understanding of the HBF business strategy and portfolio is highly preferred.
• Scientific/technical background and expertise.