Key Account Manager

Job content

Your Role at Cabot

We are looking for an experienced commercial person for an exciting opportunity in our team in the role of Key Account Manager. This person will be managing some of our largest and most complex global accounts, with an opportunity to significantly impact the bottom line of the business. In this role, this person will be expected to coordinate on a regional and global level across various functions in the organization to deliver on the customer growth strategy and to contribute with customer insights and generate opportunities to grow the global pipeline of new projects. This person will also be responsible for the growth strategy in Middle East and will be expected to contribute to the development and execution of the broader EMEA strategy as member of the EMEA Leadership Team.

How You Will Make An Impact

• Establishes and maintains business relationships with global key customers considered to be strategic partners. Promotes and demonstrates the Cabot value proposition establishing Cabot as the long-term provider of choice. Creates demand for Cabot products.
• Develops and implements account strategies and plans to grow profit through expanding opportunities with current products, as well as identifying opportunities to introduce new products and innovation
• Leads cross-functional team to create and execute Key Account growth strategy; engage with Account Managers in other regions to support customer needs
• Manages global account profitability. Identifies and delivers opportunities to drive profit growth across full spectrum of commercial levers (volume, price, new products, cost to serve).
• As Senior Commercial Person, acts as a leader in applying commercial excellence to his/her accounts as well as inspiring and coaching other members of the team
• Negotiates and administers complex, global contracts.
• Organizes and participates in “Voice of the Customer” engagements. Engages with customers’ senior management and conducts regular strategy meetings to discuss and understand their current and anticipated business needs.
• As senior Commercial person, act as mentor to Account Managers to aide in Strategic Account Management skillset development
  

What You Will Bring To Cabot

• Commercial Leadership. Ability to combine knowledge of markets and applications in which our products add value with personal experience to effectively capture value for the company.
• Strategic Customer Relationship Management. Establishes and maintains appropriate relationships with customers to enable execution of Cabot’s strategic goals; manages the overall account from a strategic level
• Strategic Business Thinking. Demonstrates an ability to apply knowledge about all elements that are important for business profitability.
• New Opportunity Leadership. Ability to utilize knowledge of Cabot’s capabilities to recognize and advance opportunities where Cabot can provide solutions to customer needs and obtain new business; serves as a champion for new opportunity advancement
• Project & Team Leadership. Ability to take ownership for ensuring the desired outcome and able to mobilize, support and guide the company’s resources toward achieving the objectives of the key account plan
• Presentation & Engagement Skills. Ability to effectively engage with the organization (Cabot and customer) in a manner that is timely, relevant and appropriate for the environment. Able to use effective verbal and written communications to manage and resolve difficult events in relationships when necessary
• Creative Problem Solving. Appling analytical thinking to identify potential solutions to problems; is able to be innovative in identifying new solutions
• Basic Technical Knowledge & Ability to Connect Themes. Having sufficient understanding of Cabot’s technical capabilities, the applications in which they perform, and how they complement the performance of the customer.
• Complexity Management. Ability to effectively produce results in an environment where there are multiple sources of input, multiple stakeholders and frequently changing situations or events
  

Education/Experience

• Bachelor/University degree in Business, Science or Engineering discipline.
• 10+ years’ experience in customer account management.
• 3+ years’ experience leading complex, global Key Account in Specialty Chemicals