What are the responsibilities and job description for the Account Manager, Care Chemicals position at Eastman?
Eastman’s current hiring policy requires new hires be fully vaccinated before reporting to work in this role unless granted an exception and for certain legal requirements.
Founded in 1920, Eastman is a global specialty materials company that produces a broad range of products found in items people use every day. With the purpose of enhancing the quality of life in a material way, Eastman works with customers to deliver innovative products and solutions while maintaining a commitment to safety and sustainability. The company's innovation-driven growth model takes advantage of world-class technology platforms, deep customer engagement, and differentiated application development to grow its leading positions in attractive end-markets such as transportation, building and construction, and consumables. As a globally inclusive and diverse company, Eastman employs approximately 14,500 people around the world and serves customers in more than 100 countries. The company had 2020 revenues of approximately $8.5 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit www.eastman.com.
Role Profile
The North America Intermediates Account Manager is responsible for executing our Care Chemicals business strategy for the Intermediates Customer Segments by enabling customer success and optimizing volume, revenue, and value-add growth for Eastman. To effectively accomplish this, the Account Manager prioritizes efforts across their territory, generates demand through discovery to uncover unmet needs, articulates compelling customer value propositions, leverages internal cross-functional partners and develops account strategies which align with our business strategies. Approximately 50% travel in the US and Canada is required for this role and can be based at a home office.
This role will work from a home office in the US, Mexico or Canada.
Responsibilities
Plan, complete, document (with follow up) customer interactions per the territory management plan- Negotiate pricing and commercial terms of sales agreements consistent with the Segment Offer
- Generate and develop sales leads within the sales territory to close new opportunities and achieve sales goals
- Cultivate a network of relationships across the value chain and within the customer organization beyond procurement (e.g., Operations, Technology, Senior Leadership, Marketing, etc.) to develop new business
- Use effective techniques to protect and close new business ensuring sales order values meet sales budget targets
- Use Opportunity Management processes to effectively prioritize, track and drive sales opportunities that align with business strategy
- Create and develop Territory Management Plan to ensure maximum business growth from the sales territory
- Proactively develop and document appropriate level of account plans for accounts within territory
- Collaborate with internal resources to ensure opportunities are provided with the required resources to ensure timely funnel movement
- Utilize consultative selling skills to effectively communicate and capture value
- Develop market / customer insight and identifies growth opportunities via customer and territory analysis and collaboration with internal / external partners
- Forecast based on customer insights, market insights, and opportunity progression to provide monthly volume guidance
- Conduct data-based territory analysis and prioritize efforts to maximize territory performance
- Tailor Value Propositions to ensure customer benefits are communicated and understood
- Utilize public and business sources for competitive and customer information that allows a broader understanding of the market and uses this to expand sales within the territory
Required Education and/or Experience
Bachelor Degree from an accredited college or university is required (Science, Finance or Engineering all preferred)- Masters Degrees will be considered (MBA preferred)
- 5-10 years of Sales experience
- Experience developing and executing large account strategies
- Use of a structured CRM system is a strong preference
Required Personal Traits
- Passion for Selling
- Tenacious
- Inquisitive
Eastman Chemical Company is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status or any other characteristics protected by law.
Eastman is committed to creating a powerfully diverse workforce and a broadly inclusive workplace, where everyone can contribute to their fullest potential each day.