[Hiring] Sales and Account Manager @Cabot Corporation

Role Description

Provides commercial leadership for large, complex accounts of Cabot’s inkjet colorants business in EMEA. Plans and implements sales to major global accounts, developing and maintaining relationships, identifying opportunities, and managing overall account activities. This includes aligning customer needs with the company’s inkjet technology offerings and capabilities, ensuring long-term value creation. The Account Manager will work closely with the Sales Administration and Technical Service Manager in their region while reporting directly to the global Director of Business Development and Key Accounts.

This is a remote position, and we are open to candidates based at one of Cabot's European locations.

How You Will Make an Impact

• Develop and implement regional account strategies using a broad understanding of Cabot’s services and technologies for the inkjet printing industry.
• Negotiate and administer customer contracts to maximize profitability.
• Provide commercial leadership for global accounts and strategic customers.
• Coordinate specific marketing, manufacturing, capital investments, and quality actions related to these accounts to meet customer’s needs.
• Expand Cabot's market presence by proactively pursuing new business opportunities and converting prospects into long-term customer partnerships.
• Identify emerging market trends and customer needs, translating them into actionable business opportunities for Cabot's inkjet colorant portfolio.
• Drive both current and future value for Cabot by building a shared understanding of the individual customer and overall portfolio profitability.
• Develop broad contacts throughout the customer’s organization.
• Maintain customer profiles for competitive analysis.
• Represent accounts internally and externally to the highest professional standards.
• Understand and respond to customer needs for existing and new products (i.e. pricing, product availability, and quality).
• Communicate customer goals and objectives with other businesses and plants.
• Facilitate, coordinate, and manage Cabot communications with the customer.
• Collaborate with technical, marketing, and product development teams to create compelling value propositions that win new business and strengthen customer loyalty.
• Monitor competitive activity in each account and ensure that appropriate response strategies are formulated.
• Monitor accounts receivable to meet corporate initiatives and handle occasional account escalations.
• Assist in developing the business case for key customer programs such as continuous improvement, quality, new product service initiatives, and capital investments.
• Provide business perspective to management of accounts via weekly reports, volume reports, and price index.
• Consistent use of Salesforce.com for maintaining up-to-date “living documents” and contain the ComStrat, Balance of Power, and ENS negotiations preparation documents.

What You Will Bring to Cabot

• Technical Excellence: Knowledgeable about Cabot’s technical capabilities in the inkjet market, the applications in which they perform, and how they complement performance in the customers’ applications. Strong knowledge of the inkjet value chain, including printhead technologies, ink manufacturers, and OEMs.
• Commercial Skills: Knowledgeable of the inkjet markets and applications in which our products add value, and able to effectively capture the value. Proven ability to identify and convert new business opportunities while expanding existing customer relationships.
• Communications & Presentation Skills: Ability to effectively engage in verbal and written communications and presentations that are timely, direct, concise, clear, and relevant, delivered with appropriate style and tone and influencing skills at executive, commercial, and technical levels.
• Customer Relationship Management: Establishes and maintains appropriate relationships with customers to enable execution of Cabot’s strategic goals; sees the management of the overall customer relationship as a key component of the role.
• Results Driven: Takes ownership and responsibility for achieving a desired result. Planning, organizing, prioritizing, and monitoring to ensure the attainment of business objectives.
• Business Savvy: Knowledgeable about all functional elements that are important for business profitability. Strong financial and business acumen, including forecasting, implementing pricing strategy, and contract management.
• New Opportunity Advancement: Ability to utilize knowledge of Cabot’s capabilities to develop, recognize, and advance opportunities where Cabot can provide solutions to customer needs and obtain new business.
• Creative Problem Solving: Apply analytical thinking to identify potential solutions to problems; is able to be innovative in identifying new solutions.
• Travel: Willingness to travel internationally as required (50%+).

Education/Experience

• Bachelor/University degree in a Technical field or Business.
• Strong understanding of all aspects of the inkjet printing industry with a solid track record of successfully selling consumables into this industry or similar.
• Technical and commercial experience with water-based inkjet colorant dispersions and ink formulation is preferred.
• Minimum seven years experience in complex customer account management.