Overview
Director of Business Development & Strategic Accounts for the inkjet business at Cabot Corporation, focused on driving growth, building long-term customer relationships, and shaping the strategic direction of the inkjet portfolio. The role involves identifying, developing, and managing strategic business opportunities and key customer relationships to drive revenue and market share growth, aligning customer needs with Cabot inkjet technology offerings and ensuring long-term value creation. Location: Frankfurt am Main, Hesse, Germany.
Responsibilities
* Strategic Business Development: Identify 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. Organize, plan, and direct business activities with short- and long-term goals and strategies. Significantly contribute to the development and execution of inkjet strategies in collaboration with internal partners (R&D, Engineering, Sales, Supply Chain, Regulatory and Quality, Finance) to ensure a collaborative approach to execution. Evaluate partnerships, alliances, or acquisitions that could enhance the inkjet portfolio. Understand Cabot inkjet technology/products and identify new or adjacent sales opportunities.
* Key Account Management: Build and maintain strong relationships with strategic customers (OEMs, integrators, large end-users). Serve as primary senior-level contact for high-value accounts, negotiate contracts and pricing, maintain customer contacts, and drive problem resolution (quality, delivery, payment). Provide forecasts balancing customer needs, demand history, and business goals.
* Cross-Functional Leadership: Collaborate with R&D, marketing, product management, and operations to align customer needs with product development, capacity, and performance. Maximize margins globally. Provide market intelligence and customer feedback to inform innovation and roadmap planning.
* Revenue and Growth Accountability: Set and achieve revenue targets for strategic accounts and new business initiatives. Monitor performance metrics and adjust strategies to meet growth objectives. Prepare the annual budget for assigned products and regions, with accountability for margin achievement.
* Thought Leadership & Industry Engagement: Represent Cabot at industry events, stay informed on competitive activity and technological advancements in inkjet printing. Provide leadership on global market strategy and strategic account changes to maximize share, margins, and competitiveness. Participate in Global Business teams to define marketing strategies, pricing, and negotiations with major customers. Maintain awareness of local, regional, and global economic activities in printing and related industries.
* Team Leadership: Lead, coach, and develop a sales team. Set clear objectives, provide regular feedback, and foster a high-performance, collaborative culture. Align team efforts with broader business development and strategic account goals.
What You Will Bring To Cabot
* Strong understanding of inkjet technologies, applications, and market dynamics.
* Knowledge of sales and 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.
Seniority level
* Director
Employment type
* Full-time
Industries
* Chemical Manufacturing
#J-18808-Ljbffr