Regl Commercial Director

Ringkasan Fungsi:
This position is accountable for the revenue performance of the regional performance unit by executing and improving upon commercial strategy. Participates in the design and implementation of business segment sales and marketing strategy. Facilitates communications internally within Cabot, and externally with the customers and markets in which it operates. Manages, motivates and develops regional sales & account managers and technical service staff to better achieve sales, technical and marketing goals. Develops and manages Cabot’s strategic customer relationships to ensure customer satisfaction and marketing objectives

Tanggung Jawab:

- By creating and maintaining strong, deep and broad relationships with regional customers. Creates an atmosphere of trust and partnership and positions Cabot as vendor of choice. Able to balance customer and Cabot’s goals to meet annual operating objectives
- Creates and maintains strong, deep and broad relationships with regional customers. Creates an atmosphere of trust and partnership and positions Cabot as vendor of choice. Able to balance customer and Cabot’s goals to meet annual operating objectives
- Conducts market studies, product and market development
- Recommends, implements and manages pricing strategies and administration of price schedules. Works with Regional Product Manager in relation to regional pricing targets and compliance
- Generates, analyzes and communicates commercial information for specific markets, customer coverage, co-suppliers, other related organizations and the competition to better compete in the marketplace. Prepares and delivers regular seminars to communicate technical aspects of Cabot’s new products with appropriate technical literature
- Works with Regional Performance Unit Leader to formulate and manage long-term customer contracts that create flexibility and ensure profitability for Reinforcement Materials, while addressing customer needs better than competitive offerings
- Drives accuracy, strong analysis and business process excellence within the regional commercial organization. Ensures the regional commercial team is tightly linked to other functional areas to effectively meet the needs of the customers and Cabot’s annual operating plan
- Plans, prepares and monitors departmental budgets and expenditures to meet financial cost targets and objectives established through formal planning processes. Implements budgets, account strategies and forecasts that meet marketing objectives, i.e. volume, revenue and controllable costs
- Effectively practices Performance Based Management by coaching and developing employees, direct as well as matrix reports, and assuring effective alignment with the matrix functions

Persyaratan:

- Strong knowledge of sales and marketing theories and practices. Strong knowledge of the industry, competitive trends and Cabot customer. Knowledge of Cabot businesses and products
- Excellent communicator and ability to lead and influence others. Ability to negotiate with external customers in order to close major deals, if necessary. Ability to make presentations to internal and external audiences
- Strong organizational and planning skills; ability to oversee and manage regional sales activities and sales staff
- Prior success leading and motivating a sales organization to achieve growth, profitability and customer satisfaction targets in line with the short and long term goals of an organization
- Deep understanding of B2B customer/ supplier relationships
- Exposure outside of sales that might include general management, financial or operational leadership