Regional Business Director- Americas

Cabot Corporation•Billerica, MA

1d•Onsite

About The Position

The Regional Business Director is the senior commercial leader for the business segment in the North and South America region, with responsibility for revenue and margin delivery, profitable growth, commercial strategy, and organizational effectiveness. The role leads sales, strategic account management, channel strategy, pricing, contract negotiations, market development, and portfolio optimization. Working within a global matrix, the leader builds and develops a high-performing regional commercial organization and converts market opportunities into sustainable business results. This position will drive the execution of plans for a business segment’s Specialty Carbons, Specialty Compounds and Fumed Silica product lines to ensure the delivery of profit and loss in the North and South America region. Ensures alignment with regional leadership and other regional stakeholders while driving business optimization and key initiatives. Is a key member of the Commercial Leadership team for the segment as well as the regional leadership team. Manages activities of regional Sales, Technical Services and market analysis groups.

Requirements

Bachelor’s/University degree in Business/Marketing or Science.
8-10 years + of related marketing management experience
Comprehensive knowledge of business theories and practices.
Full knowledge of the chemical industry and Cabot’s products, market segments and competition.
Business Acumen. Knowledgeable of functional elements which are important for business profitability in order to influence, drive and positively impact business results.
Commercial Leadership. Applies knowledge of markets and product applications to effectively engage with customers to build and sustain long-term relationships and capture value.
Global Business Mindset and Leadership. Knowledge of global business trends and events that could impact Cabot and/or the market; promotes global perspective in decision-making process.
New Business Mindset. Able to use Cabot’s capabilities to seek out and identify opportunities for Cabot to provide solutions to customer’s needs.
Organizational Integration & Engagement. Able to work in close alignment with people from functions and influence, engage with others to address issues, resolve conflicts and ensure best overall performance for business.
Results Driven & Management Review Discipline. Demonstrates determination, know-how and accountability for ensuring that results are achieved. Plans, organizes and monitors progress to ensure attainment of business objectives.
Communication, Presentation & Engagement. Able to engage with organization in a timely, relevant and appropriate manner.
Employee Management & Team Leadership. Able to employ resources with right skills and provide direction, coaching and development to facilitate success in delivering positive results for the company. Able to mobilize and guide a group people towards the achievement of objectives.

Responsibilities

Own the regional commercial strategy and execution plan, including growth priorities, customer segmentation, route-to-market choices, and market-development initiatives.
Lead relationships with strategic and key accounts, including account planning, value creation, customer retention, and profitable growth.
Develop and optimize regional channel and distributor strategies, including partner selection, performance expectations, governance, and portfolio coverage.
Lead complex commercial and contract negotiations, balancing customer requirements, risk, profitability, payment terms, and long-term strategic value.
Assess and evolve the regional commercial organization, including team structure, capabilities, succession needs, resource allocation, and matrix alignment.
Lead a portfolio of products, applications, customers, and market segments with differing growth, profitability, and competitive dynamics.
Ensures rigorous management review of key business metrics for profitability and working capital and works with Finance to ensure accurate reporting of results.
Defines regional pricing targets and makes regional pricing exceptions within established global bands.
Defines plans for execution of key initiatives in price and volume management.
Ensures regional compliance with business rules and payment terms and manages to regional Account Receivable targets.
Works with regional Shared Services to manage regional costs related to complexity of demand fulfillment.
Customizes Quality metrics to address regional needs.
Drives Quality initiatives on systemic regional issues pertaining to products and services.
Directly manages activities of Sales, Technical Services and Market Analysis employees, ensuring functional excellence through a focus on competency assessment and development.
Effectively practice performance based management by coaching and developing employees, direct as well as matrix associates, and assuring effective alignment with the matrix organization.