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Sales Representative

Job Requisition ID:  30002

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 2018 revenues of approximately $10 billion and is headquartered in Kingsport, Tennessee, USA. For more information, visit



Sales Representative Role

Role Description

The Sales Representative is responsible for developing and executing the territory plan at the customer level aligned with enabling their customers’ success and executing the business strategy. To effectively accomplish this the Sales Representative must prioritize efforts across their territory, generate demand through discovery to uncover unmet needs, successfully progress opportunities to win new business, protect existing business, articulate compelling customer value propositions and develop account plans.  Approximately 50%+ travel is required for this role.




Key Result Area


Growth and Innovation


  • Value-add Growth (Total vs target and YOY Growth)
  • New Business Won Revenue
  • Protect Business Won Revenue
  • New Business Win Rate % of Total Expected Wins
  • Protect Business Win Rate % of Total Expected Wins
  • # Sales Calls Per Month vs target (TMP) with completed pre-call planning
  • % of customer face time outside of procurement


Responsibilities (Please list in descending order of priority)

  • Plan, complete, document (with follow up) sales calls as per the territory management plan
  • Generate and develop sales leads within the sales territory to find new opportunities and achieve sales goals
  • Cultivate a network of relationships within the customer organization, beyond procurement (e.g., Operations, Technology, Senior Leadership, Marketing, etc.)
  • Use effective techniques to protect and close new business, ensuring sales order values meet sales budget targets
  • Use Opportunity Management process to effectively prioritize, track and win sales opportunities
  • Create and maintain 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
  • Ensure opportunities have the required resources to enable timely funnel progression
  • Utilizes consultative selling skills to effectively communicate and capture value
  • Develop market / customer insight and identify 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
  • Negotiate pricing and commercial terms of sales agreements
  • Conduct data-based territory analysis and prioritize efforts to maximize territory performance


Leadership Role

  • No


Reports To

  • Sales Manager



Eastman Behaviors

  • Market Insight: Leverage market insights to guide decisions and determine what is right
  • Courage: Make courageous choices to innovate and accelerate value creation
  • Optimism: Optimistically focus on continual growth over a longer-term horizon
  • Bias for Action: Have a bias for action, prioritizing issues and making sound decisions, despite uncertainty or risk
  • Adaptability: Adaptable to market and customer opportunities quickly


Functional Competencies, Skills and Capabilities


  1. Account Planning

Manages each customer account with a clear and specific strategy that allows both parties to win. Demonstrates the ability to navigate broadly and deeply within the customer's organization to gain critical insights into their business and needs.


  1. Account Penetration

Establishes and continually broadens a network of customer contacts in multiple functions and at multiple levels of the customer's business. Effectively engages with each function to gain better understanding of their individual and corporate requirements and needs.


  1. Customer Needs and Opportunity Assessment

Understands customer needs and their alignment with potential Eastman solutions.  Acts as voice of the customer within Eastman, expressing and documenting these needs.


  1. Opportunity Management

Effectively manages the portfolio of opportunities through the funnel, advancing through the various stages at the appropriate time. Utilizes additional resources and engages partner functions when necessary to remove barriers and progress opportunities to close.


  1. Prospecting

Actively pursues qualified prospects that will provide new value to Eastman and proactively identifies new opportunities within the existing customer base.


  1. Targeting & Territory Management

Understands how to manage resources across customers, markets, and geographies, through a territory-specific business plan that outlines optimization for the most impactful activities for both existing and new business growth. Sales Representative understands their territory (accounts and products) and activities needed to meet customer and territory objectives.


  1. Call Planning

Creates and follows a proactive, disciplined, and adaptable process for driving rich customer engagement, insights, and solutions. Ensures successful customer interaction by assessing priorities and leveraging analytical insights for each customer discussion and enhancing the potential for desired outcomes.


  1. Value Proposition Development and Reinforcement
    Maintains expertise in both products and services. Tailors the market offering to meet specific account needs. Communicates the value proposition in a compelling way and provides proof of value to both the customer and Eastman.
  2. Negotiation:
    Ensures that negotiations are solution driven, rather than price driven, promoting the differential value Eastman offers over its competitors. Effectively closes deals while ensuring mutual value.
  3. Account Team Leadership:

Understands how to drive strategies that result in a performance focused, high accountability sales culture. Coordinates with the various stakeholders who interact with or otherwise impact an account to ensure Eastman’s interests are aligned. Owns the quality of the overall relationship between Eastman and the account.


  1. Financial and Business Acumen

Develops and continually refines understanding of customer, competitor and market intelligence and financial information to optimize the pursuit and capture of growth and value together with our customers and prospects. 


  1. Internal Communication and Teamwork
    Understands Eastman's internal processes and capabilities, and maintains a strong internal cross-functional network. Knows when and how to engage internal resources to achieve maximum results and drive success.
  2. Forecasting
    Uses customer, market, and competitive insights to clearly forecast future sales through quantitative and qualitative inputs; ensures forecasts are updated in the system at least monthly.

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)
  • 0-5 years of Sales experience



Passion for Selling:

  • Is consistently obsessed with understanding and shaping customer and market behavior
  • Connects the dots to develop insights meaningful to customers’ and Eastman’s success
  • Leverages data for learning, decision making, and prioritization
  • Uses a disciplined approach in developing and following successful patterns in key sales processes



  • Pursues goals with energy, drive and a need to finish
  • Seldom gives up before finishing, especially in the face of resistance, rejection or set-back
  • Always looks for the possibilities and skillfully does discovery to overcome obstacles   
  • Breaks down or work around perceived barriers; gets to the right decision makers internally and externally



  • Leverages the skills of questioning, observation, listening and networking to gain a deep understanding of our customers’ goals, needs and issues
  • Takes the required action to resolve gaps in information, knowledge or understanding
  • Gathers all information needed to make informed choices
  • Leverages experts and other key individuals as important sources of information
  • Uncovers relevant information to make accurate judgments and sound decisions


Eastman Chemical Company is an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to 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.

Nearest Major Market: Orange County
Nearest Secondary Market: Anaheim

Job Segment: Engineer, Outside Sales, Sales Rep, Procurement, Sales, Engineering, Operations