Key Account Sales 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!

This role is responsible for managing a designated sales territory within China and selling Cabot's carbon black reinforcing materials, while generating and achieving all sales and profit metrics as a fully qualified and experienced sales professional who excels in handling high-volume and/or complex accounts. This role reports to Commercial Director.

Key Areas of Responsibility

• Manages sales territory within China and sells Cabot’s carbon black reinforcing materials, generating target levels of revenue, volume, margins, and days outstanding from customer base. Develops volume and revenue forecasts, sales plans and strategies for achieving desired results.
• 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.
• Effectively communicates and negotiates complex sales contracts with customers. Educates customers on new products and product enhancements; articulates and presents product features and benefits.
• Identifies new market opportunities as well as target builds; seeks out competitive information. Establishes and maintains processes that ensure accurate budget and forecast information for the business.
• Leads Cabot’s efforts to establish levels of excellence in sales and distributor management and customer service.
• Provides leadership that assists management in setting strategic initiatives and programs to achieve corporate strategies.
• May provide technical guidance and leadership to other representatives in the area.
• Supports efforts to implement and maintain the Responsible Care® Management System in line with the requirements of the RC14001® technical specification, as applicable to the site/region.
• Consistent use of Salesforce.com for maintaining up to date “living documents” and contain the ComStrat, Balance of Power and ENS negotiations preparation documents.

Required Competencies & Skills

• Technical Excellence. Knowledgeable about Cabot’s technical capabilities, the applications in which they perform and how they complement performance in the customers’. application
• Commercial Skills. Knowledgeable of the markets and applications in which our products add value, and able to effectively capture the value
• Communications & Presentation Skills. Ability to effectively engage in verbal and written communications that are timely, direct, concise, clear and relevant and delivered with appropriate style and tone.
• 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. 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. Apply analytical thinking to identify potential solutions to problems; is able to be innovative in identifying new solutions

Education/Experience

• Bachelor’s degree, MBA desirable.
• 7+ years chemical industry sales experience.
• Proficient in both spoken and written English and Chinese.

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.