Sr. Sales Representative

Manages sales territory and distributors’ activity and their performance in order to sell Cabot products, mainly Specialty Black and Black Masterbatch, generating and achieving all sales and profit metrics. Develop and maintain good customer relationship with distributors, key end-users, and/or target prospective for sales growth. Fully qualified and experienced sales professional handling high volume and/or complex accounts and leading distributors’ sales force.

• Manages sales territory and sells Cabot products, 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  application and industry 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 distributors and 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, distributor management including new distributor or channel development, and customer service.
• Provides leadership that assists management in setting strategic initiatives and programs to achieve corporate strategies.
• Provide technical guidance and leadership to distributors and sub-distributors in the area.
• Effectively communicate internally with sales colleagues in Asia Pacific as well as with functional teams such as customer care, supply chain, and quality control in Japan, Asia Pacific Region, Global, and/or Manufacturing Site, etc to obtain internal support for customer’s requirements.
• Consistent use of Salesforce.com for call reports, opportunity management, and key account plans by utilizing Commercial Excellence tools such as Effective Negotiation Skills, SPIN questioning, etc.

• Technical Excellence.  Knowledgeable about Cabot’s technical capabilities, the applications in which they perform and how they complement performance in the customers’. applications
• 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
• Analytical Ability & Intelligence.  Ability to identify and analyze what is important and recognize depth of analysis needed.  Ability to interpret and synthesize issues in order to draw conclusions.
• Project Ownership & Management.  Ability to take ownership for ensuring desired outcome of project and establish and monitor milestones towards objectives.