Sr. Distributor & Technical Service Manager

Job content

Your Role at Cabot

Manages the interfaces and relationships between Cabot and distributors for EMEA, is responsible for the results of the distribution network and for the alignment and execution of the business strategies and goals. Leads technical service team. As a member of the EMEA LT actively contributes to the development and execution of the budget and the long-term strategy for the segment.

How You Will Make An Impact

• Manages the performance of directly assigned distributors. This includes: Negotiation of distribution agreements (contracts); establishment of annual sales plans; goals/objectives; target accounts; account plans for key accounts; budgets/forecasts; identification of trends and deviations from goals; implementation of corrective measures; evaluation of distributor performance on an annual basis; development of distributor recognition or price incentive programs; regular visits to distributor accounts.
• Monitors the performance of the overall distribution channel to ensure delivery of results and alignment with business strategy. Reports distribution channel results to the management teams, including business insights and identifying possible actions to achieve/exceed budget. Provides direction to the sales managers, in a matrix reporting structure, on how to maximize contribution and profitability and utilize the channel for growth. Leads Sales Managers in ways to overcome obstacles and increase distributor sales.
• Implements communication tools and processes. Initiates and manages regular regional meetings of all distributors.
• Ensures that the distributor network meets Cabot’s technical and selling competencies. Delivers training courses to ensure technical and selling competencies of distributor personnel. Leverages Cabot’s technical resources as needed to provide technical training or information to distributor staff.
• Benchmarks against other distributors. Establishes distributor contingency plan in each region. Recommends changes, additions or elimination of distributors based on evaluations and/or business needs.
• 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.
• Lead the technical service team to ensure appropriate technical support is given to our customers and distributors. This includes handling of customer inquiries, complaints, etc. as well as playing a key role in NBD and innovation development.
• Engage with the distributor network and technical service to manage the innovation pipeline – thinking out of the box to generate value add projects / market growth that help diversify our business to offset potential market risks
• Manages business in Middle East & Africa with direct accounts as well as distributors. Our Middle East & Africa business can be an important lever for placing spot business
• As a member of the EMEA LT actively contributes to the development and execution of the budget and the long term strategy for the segment.
  

What You Will Bring To Cabot

• Technical Excellence. Knowledgeable about Cabot’s technical capabilities, applications, and benefits the customer.
• Commercial Skills. Has deep knowledge about the markets and applications in which our products add value and demonstrates ability to effectively capture value to enable execution of strategic goals with passion to achieve highest levels of service.
• Communications Skills. Ability to engage in verbal and written communications that are concise, clear, relevant and delivered in the appropriate style and tone.
• Customer Relationship Excellence. Ability to establish and maintain appropriate relationships with customers.
• Results Driven. Demonstrates determination and know-how to take ownership and responsibility for achieving desired results. Confronts issues and barriers in an effective manner.
• Business Savvy. Knowledgeable about functional elements, which are important for business profitability. Able to ‘talk business’ at high levels.
• New Business Alertness. Utilizes knowledge of product capability to recognize opportunities where Cabot can provide solutions to customers’ needs.
  

Education/Experience

• University degree in Chemistry or Business. 7+ years of sales experience in the chemical industry.