Promotes and sells Cabot products within a specified territory. Has more complex markets/products assigned requiring greater customer relationships. Manages sales cycle; communicates and negotiates sales contracts with customers. Fully qualified and experienced sales professional.
· Develops sales plans based on sales strategies to increase market share. Manage the sales cycle for assigned accounts. Analyzes customer needs. Coordinates plans with area and regional Sales management.
· Plans, organizes and manages a sales territory and balances the requirements of multiple business units. Identifies and targets new business/sales opportunities within the marketplace.
· Makes sales presentations and negotiates sales contracts with customers. Educates customers on new products and product enhancements.
· Understands and communicates customer goals and issues, current prospects and marketing events to Sales management. Accurately articulates and presents product features and benefits.
· Interprets and manage key financial result areas, i.e. revenues, volume, margins, days outstanding and forecasting. Monitors account receivables and responds to daily account issues.
· May oversee and provide technical guidance to less experienced Sales Representatives.
· 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.
· Commercial Orientation. Account management on new/existing customers and distributors to generate sales and reach to FY target plan.
· Communications Skills. Ability to effectively engage with the organization in a manner that is timely, relevant, and appropriate for the setting, and ensures the effective delivery of information.
· Customer Relationship Skills. Interacts appropriately with customers to enable execution of Cabot’s strategic goals
· Technical Understanding & Curiosity. Sufficient understanding of Cabot’s technical capabilities, the applications in which they perform, and how they complement the performance of the customer
· Business Acumen. Demonstrates an understanding of Cabot’s business strategy and the elements that are important for business profitability
· New Opportunity Identification. Ability to utilize knowledge of Cabot’s capabilities to recognize opportunities where Cabot can provide solutions to customer needs and obtain new business
· Results Orientation. Demonstrates the determination, know-how and accountability for achieving results
· Distribution management. Manage and address area distributors conflicts working with internal functions
Education/Experience
· Bachelor's degree or above in chemistry or related majors
· 5-7 years’ experience in solid commercial or sales is required.
· Experience in chemical, plastics, or additive is preferred.