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Eastman is a global advanced materials and specialty additives company that produces a broad range of products found in items people use every day. With a portfolio of specialty businesses, Eastman works with customers to deliver innovative products and solutions while maintaining a commitment to safety and sustainability. Its market-driven approaches take advantage of world-class technology platforms and leading positions in attractive end-markets such as transportation, building and construction and consumables. Eastman focuses on creating consistent, superior value for all stakeholders. As a globally diverse company, Eastman serves customers in more than 100 countries and had 2017 revenues of approximately $9.5 billion. The company is headquartered in Kingsport, Tennessee, USA and employs approximately 14,500 people around the world. For more information, visit www.eastman.com.

 

Sales Manager, Chemical Intermediates, EMEA

 

 

Role Description

The EMEA Sales Manager is responsible for achieving the short-term and long-term sales objectives of the Plasticizers and Olefins business groups through the sales team. This is accomplished by coaching, training and developing strong sales teams empowered to implement business strategies. The Sales Manager works within the sales organization and with the broader business team to remove barriers and better enable the sales team to win with customers. The Plasticizers and Olefins part of the Chemical Intermediates portfolio in EMEA in 2018 has a revenue of roughly USD 190 M. Approximately 50%+ travel is required for this role. This position can be home-office based in Belgium, UK, Netherlands, Germany or Switzerland or in one of Eastman’s EMEA offices.

 

Responsibilities

  • Translate the Plasticizers and Olefins business strategies into sales targets, priorities and action plans to deliver results
  • Set coaching as a top priority.  Identify individual sales team member performance gaps and development needs.
  • Provide skills coaching and development support to team members in groups and 1:1s
  • Provide deal level coaching and direct support for critical opportunities
  • Systematically and continually evaluate existing and potential talent and take appropriate action to ensure a highest level of performance in every sales territory.
  • Participate in customer activities with sales reps to observe, evaluate, coach and support 
  • Ensure that team members are prepared and empowered to conduct all aspects of the customer relationship effectively and that actions and objectives are completed
  • Ensure that leading practices are being utilized by sellers on: Account Management, Opportunity Management, Territory Management, prospecting, forecasting, development and communication of value proposition and Economic Value Estimations, and leading with insights
  • Work internally to remove barriers so account and sale objectives can be met
  • Analyze insights, results and activities across the sales team to drive growth and optimize resource allocation.  Leverage data and analytics tools.
  • Actively encourage cross-selling and facilitate collaboration across businesses.
  • Drive a culture of “Winning with Customers” inside the sales team
  • Establish priorities for accounts within a territory
  • Ensure team members opportunities, account plans, territory plans, and sales forecasts are up to date and accurate


Expected (Leadership) Behaviors

  • Thought Leadership: Demonstrate Strategic Insights and Execution
  • Results Leadership: Exhibit Courageous leadership to drive results
  • People Leadership: Build and Inspire High Performing Teams
  • 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

 

Required Education & Experience

This role requires strong commercial and business acumen, savviness with modern CRM systems, visualization of sales funnel, excellent people leadership skills and the ability to prioritize and multi-task. The successful candidate holds a master’s degree in chemistry, Business or Science, preferably combined with an MBA and at least 8+ years of relevant commercial experience in strategic and consultative sales within a product or solutions focused (chemical) industry. We are looking for someone with the capacity for assimilating and comprehending information and trends to determine the "big picture".  You are an excellent relationship builder, influencer and coach with proven commercial track record. Furthermore, you enjoy prioritizing work, handling multiple tasks, achieving goals and consistency deliver timely, accurate and positive results. A passionate leader who constantly looks for ways to enable the team to win with customers. A jack of all trades with the resilience to thrive in a constantly changing market

 

What we offer

We committed ourselves to strive for commercial excellence while investing in our commercial capabilities as well as infrastructure. Our spirit of innovation and collaboration along with our diversified business lines creating challenges and opportunities for growth is what makes Eastman a great place to build a career. Here, you can find opportunities to grow professionally, competitive salaries, outstanding benefits, and a global work environment. Eastman is committed to creating a powerfully diverse workforce and a broadly inclusive workplace, where everyone can contribute to their fullest potential each day.

 

Interested?

For further information about this position please contact Ahmed Farah (Talent Acquisition Manager, EMEA) via Ahm.Farah@Eastman.com. To apply simply press the apply button below.

 

We already have chosen our sourcing channels and kindly ask not to be contacted by search, advertisement, or staffing firms.

 

 

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.


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