Sales and Account Manager

Cabot Corporation (NYSE: CBT) is a leading global specialty chemicals and performance materials company headquartered in Boston, Massachusetts, USA.

Our businesses deliver a broad range of products and solutions to customers in every corner of the globe, serving the transportation, infrastructure, environment and consumer industry sectors. We bring the power of innovative chemistry to solve customers' challenges today while preparing them to meet tomorrow’s needs. Our commitment to innovation is driven by a passion to advance our customers' businesses through our deep understanding of their applications and the global trends that impact their operations.

If you do not meet every requirement, or your experience is slightly different that what we have listed, we still encourage you to apply!

Your Role at Cabot

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.  Negotiates and administers customer contracts to maximize profitability.  Provides commercial leadership for global accounts and strategic customers and coordinates 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 and focus on where Cabot can differentiate itself at the interface with the customer.

• Develops broad contacts throughout the customer’s organization.  Maintains customer profiles for competitive analysis.  Represents accounts internally and externally to the highest professional standards.  Understands and responds to customer needs for existing and new products (i.e. pricing, product availability and quality).

• Communicates customer goals and objectives with other businesses and plants.  Facilitates, coordinates and manages 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

• Monitors competitive activity in each account and ensures that appropriate response strategies are formulated

• Monitors accounts receivable to meet corporate initiatives and handles occasional account escalations. 

• Assists in developing the business case for key customer programs such as continuous improvement, quality, new product service initiatives and capital investments.

• Provides 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 presentation that are timely, direct, concise, clear and relevant and 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. Experience supporting strategic customers through qualification, commercialization, and scale-up of new inkjet products and platforms.

• 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.

At Cabot, we bring the power of innovative chemistry and a spirit of partnership with our customers to advance solutions that will enable a sustainable future. Our strength in research and development is a major reason why we have been an industry leader for more than 135 years in products such as reinforcing and specialty carbons, battery materials, aerogel, fumed metal oxides, inkjet colorants, masterbatches and conductive compounds.

Our employees around the world are united by our shared purpose: Creating materials that improve daily life and enable a more sustainable future. Through our corporate strategy, “Creating for Tomorrow,” we are focused on our core strengths to lead in performance and sustainability – today and into the future.