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Sales Representative

Job Requisition ID:  35386

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 2019 revenues of approximately $9.3 billion and is headquartered in Kingsport, Tennessee, USA

The Role


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.



  • 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 


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
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

Please send your application via the apply button. 

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

Eastman is  committed to creating a powerfully diverse workforce and a broadly inclusive workplace, where everyone can contribute to their fullest potential each day

Job Segment: Engineer, Sales Rep, Procurement, Application Developer, Sales, Engineering, Operations, Technology