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The Director of Business Development and Strategic Accounts for the inkjet business plays a pivotal role in driving growth, building long-term customer relationships, and shaping the strategic direction of the business. The purpose of the role is around identifying, developing, and managing strategic business opportunities and key customer relationships that drive revenue and market share growth in the inkjet segment. This includes aligning customer needs with the company’s inkjet technology offerings and ensuring long-term value creation.
This position will contribute to the development and execution of global inkjet strategies in close collaboration with internal stakeholders and is part of inkjet Leadership team.
Mansioni
• Strategic Business DevelopmentIdentify new market opportunities and emerging trends in the inkjet printing industry (e.g., packaging, textiles, industrial printing).Develop and execute go-to-market strategies for new products or solutions. This includes organizing, planning, and directing business activities in a short- and long-term perspective including the establishment of goals and strategies. Significantly contribute to the development and execution of Inkjet strategies in close collaboration with internal partners including Research & Development, Engineering, Sales, Supply Chain, Regulatory and Quality and Finance – ensuring a collaborative approach to execution
Supports the evaluation of partnerships, alliances, or acquisitions that could enhance the inkjet portfolio.Understands Cabot inkjet current and planned technology/Products and finds new or adjacent sales opportunities
• Key Account ManagementBuild and maintain strong relationships with strategic customers (OEMs, integrators, large end-users).Serve as the primary senior level point of contact for high-value accounts, ensuring satisfaction and long-term loyalty.Negotiate contracts and pricing agreements aligned with business goals. Maintain contacts with customers, institutions and others aiming to increase the company’s participation in the market.Drive problem resolutions (ex, quality, delivery, payment) as needed.Provide well vetted forecasts focused on balancing customer stated needs, demand planning history, and the overall goals of the business.
• Cross-Functional LeadershipCollaborate with R&D, marketing, product management, and operations to align customer needs with product development, capacity, and product performance.Maximize margins globally.Provide market intelligence and customer feedback to inform innovation and roadmap planning.
• Revenue and Growth AccountabilitySet and achieve revenue targets for strategic accounts and new business initiatives.Monitor performance metrics and adjust strategies as needed to meet growth objectives.Prepares the annual budget for assigned products, in the region, being responsible for margin achievement
• Thought Leadership & Industry EngagementRepresent the company at industry events, trade shows, and conferences.Stay informed on competitive activity and technological advancements in inkjet printing.Provides leadership and direction regarding globalized market and strategic account changes, striving for maximized share, margins, and competitiveness. Participate in Global Business teams, aiming to define marketing strategies, prices and negotiations with the major customers.Maintains knowledge of local, regional, and global economic activities in the printing and correlated industries.
• Team LeadershipLead, coach, and develop a team of sales professionals.Set clear objectives, provide regular feedback, and foster a high-performance, collaborative culture.Align team efforts with broader business development and strategic account goals.
Requisiti
• Strong understanding of inkjet technologies, applications, and market dynamics.• Knowledge of sales & business development principles with chemical industry and Cabot products experience preferred. • Proven ability to develop and execute strategic plans and close complex deals.• Excellent communication, negotiation, and relationship-building skills.• Leadership and influencing skills. Ability to motivate, inspire and energize people.• Project management and contract negotiation skills.• Fluency in English
Education/Experience
• Bachelor’s degree in business, Engineering, or related field (MBA preferred).• 15+ years of experience in business development, strategic sales, or key account management, preferably in the inkjet or digital printing industry.• Willingness to travel domestically and internationally as needed.
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