Area Sales Manager - Reinforcement Materials

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!

Cabot Corporation, a global leader in specialty chemicals and performance materials, is seeking an experienced EMEA Area Sales Manager for its Reinforcement Materials (RM) segment drive commercial results and manage customer relationships in the tire and rubber goods industries.

Cabot RM is the global leader in reinforcing agents for high performance tires and specialized industrial rubber products. Carbon black is the predominant reinforcing agent used to improve the performance properties of elastomer-based composites in most rubber applications. Our broad portfolio of carbon products are specifically designed for tires as well as automotive and non-automotive industrial rubber products.

In the role of Area Sales Manager, you will sell directly to customers, distributors and/or significant domestic and regional accounts, provide consultation on marketing strategy and direct technical services support to customers in the absence of technical staff.  You will also be responsible for the new business strategy and introduction of new products, and will influence the growth trajectory of Cabot’s RM EMEA business.

Your leadership will not only deliver strong business results - it will enhance the way Cabot shows up for customers, partners, and employees across the region.

Join a high-impact regional commercial organization managing customer relationships in Germany, Austria, and Switzerland (DACH) as well as Central and Eastern Europe (CEE).

This is a remote role which will be based either in Germany or Czech Republic.

How You Will Make an Impact

This is a pivotal, revenue-generating role for an experienced B2B sales professional who takes ownership, operates with a high degree of autonomy, and is motivated by delivering results. We are looking for someone who combines strong commercial judgment with initiative, constructive challenge, and a solution-oriented mindset.

The successful candidate will be comfortable navigating ambiguity, making informed decisions, challenging the status quo when needed, and bringing forward practical solutions rather than waiting for direction. They will take accountability for outcomes, follow through on commitments, and actively contribute beyond their immediate area of responsibility.

• Owning and driving sales performance with full accountability for revenue growth and margin performance. Develop volume and revenue forecasts, sales plans and strategies for achieving desired results.
• Driving 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.
• Ensuring Commercial Excellence through the consistent and disciplined use of Salesforce.com (customer account planning, maintaining accurate forecasts) and commercial strategies
• Conduct balance of power analyses, prepare accurate market maps and apply professional negotiation tools and techniques
• Leading complex commercial negotiations, including pricing and contract discussions, with customers. Confidently articulate product value, features, and benefits to secure profitable outcomes. Educates customers on new products and product enhancements; articulates and presents product features and benefits.
• Identifying, developing, and closing new business opportunities, including the introduction of new products and solutions aligned with customer needs and Cabot’s strategic priorities.
• Acting as a commercial partner and trusted advisor to customers, providing consultative support on product applications. Leverages and coordinates resources within the region in order to provide technical services support to customers as needed.
• Developing marketing and sales strategies.  Identifying opportunities for increasing sales and pursuing new business. Developing and implementing plans and programs.  Obtaining information regarding customers’ present and anticipated needs, identifying opportunities for increased sales. Providing leadership that assists management in setting strategic initiatives and programs to achieve corporate strategies

What You Will Bring to Cabot:

• Commercial Acumen Deep understanding of the markets, applications, customers, and competitive landscape in which our products create value. Uses this insight to identify opportunities, make sound commercial decisions, develop compelling value propositions, and deliver sustainable, profitable growth.
• Communications & Presentation Skills. Communicates with clarity, confidence, and purpose across customers, colleagues, and senior stakeholders. Able to articulate a clear point of view, present complex information in a compelling and accessible way, influence decisions, and constructively challenge established thinking. Communicates openly and directly while adapting style and approach to the audience and situation.
• Customer Relationship Management: Builds trusted relationships with customers and internal stakeholders and is comfortable influencing at multiple levels. Acts as a strategic commercial partner rather than simply responding to customer requests, proactively identifying opportunities, challenging assumptions, and bringing ideas that create value for both the customer and Cabot.
• Results Driven: Takes full ownership for delivering outcomes, not simply completing activities. Works independently, prioritizes effectively, follows through on commitments, and proactively addresses obstacles without waiting for direction or repeated follow-up.
• Business Savvy: Knowledgeable about all functional elements that are important for business profitability.  Able to ‘talk business’ at high levels.
• 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: Approaches challenges proactively and constructively. Identifies root causes, evaluates options, and recommends practical solutions rather than simply escalating problems. Remains focused on finding a way forward, particularly in complex or high-pressure situations.

Education & Experience

• Bachelor's degree in business, Marketing, Engineering, or related field; MBA would be a plus.
• Minimum of 7+ years of sales experience in the chemical industry.
• Full professional proficiency in English (both written and spoken) is required, any other language from the area of responsibility is a strong plus.

How We’ll Support Your Success:

• Dynamic, Flexible, Values Driven, Team Environment – We are working smart, collaborative, and we are doing meaningful work.
• Growth – While you will be helping others grow through Talent Management and Development programs, you will have the opportunity to grow and develop as well. We are passionate about personal development, peer support, and the ability to personally grow skills sets.
• Flexible Work Environment – The autonomy to manage your schedule and ensure you are delivering meaningful work with a balanced approach!
• Feedback – We are committed to giving and receiving feedback in a direct and open fashion that supports and promotes your success.
• Team-Oriented Environment – You will be a part of a highly networked and motivated team that is central to the direction of company strategy.  The team builds you up personally and professionally. Our success depends on your success.

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.